Sales Trainers and sales managers need to teach their sales force and their salespeople to recognize when a prospect is a hot prospect and the difference of when a prospect is not interested. This will help the salespeople manage their time better and spend their client time and resources with those prospects and potential customers who desire the services that they are selling or the products they are offering.

A good salesman working under a great sales manager should know this instinctively and the sales manager must make sure that each and every salesperson can recognize a hot prospect or an interested potential customer.

Many top marketing and sales experts believe that when a prospect is willing to commit time to meeting with a salesperson, that they are indeed desirous of what is being sold and interested in it enough to consider a future purchase of the goods or services that are being sold or offered by the company that the salesperson represents.

Each salesman should be taught by the sales manager, that when a prospect continually makes excuses and denies a personal meeting that they're probably is very little interest and therefore the salesperson should not spend too much time trying to sell the prospect, as they are not interested and do not have the desire to take the sales process to the next step. I hope you will consider this in 2006.

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