Erik,

There's an excellent book by a fellow by the name of Bill Goode. It's called "Prospecting Your Way To Sales Success". It's along the lines of Michael's suggestion --- Bill Goode calls it "picking cherries" (only deal with people who are interested in/want what you have to offer) vs. "pit polishing" (trying to persuade people who aren't really interested in/don't want what you have to offer).

I read the book years ago, and it immediately, completely and forever changed my whole outlook on sales! It exposes false "old-school" sales concepts (weird things like when a prospect says "no", he really means "you haven't found my REAL objection yet"), and gives you low-stress techniques that will work for you if you put them to use.

Check out the review I snagged from Amazon.com below. This is pretty much my own opinion about the original book. Haven't read the updated version, but it's a good bet that it's as good as if not better than the original.

---- Hugh

Reviewer: Lin Cook, from Pittsburgh, PA
This has more practical useful ideas per page than any sales book I have ever read. I recommend it to clients and people I meet all the time. I have probably given away 10 copies! A better book for sales people than for sales manager, it gives you everything you need except ability, a work ethic, and a good list broker, to make you successful in selling. If you are sick of trendy stuff like Who Moved The Cheese, and you just want something that will help you be effective in sales and make more money, Bill Good and Tom Hopkins are the best resources out there other than your own hard work. Hope he does another book soon!