By Keith Rosen, MCC
The Executive Sales Coach™

You are ready for a spectacular year. The resolution has been made to strengthen your business relationships, attract more customers, and advance your career.

You began reviewing the list of prospects who declined your pitch in the past. Sure, they may have turned you down before, but you know that change occurs throughout the year — in the economy, in technology, and with your prospects’ businesses. If your approach is merely to "touch base" and see if they are in a better position to make a purchasing decision, you have the same "plan" as every other salesperson.

Before reestablishing contact, spend some time evaluating the history of the account. Chances are, there were things you missed during your initial interaction that cost you the sale. Uncovering the areas that you need to strengthen, realigning your thinking, and developing a unique strategy will enable you to generate the results that you seek. Here are a few ideas: