Preparation: The Key to Winning

Being prepared in sales is so vital to your success !

When we talk about preparation I truly believe that we have to look at it from several view points.

Long Term Preparation
Short Term Preparation

Discovery
Immediate Preparation

Emotional Preparation

Long term preparation starts weeks, months and sometimes years before the (Hugh presentation). Being a student of your industry is critical for you to be a true long term professional and a real success. Learning everyday will help you at a time when you least except it. You should read daily (about your industry), get designations if applicable and stay abreast of the changes taking place within your chosen field.

Short term preparation is absolutely critical and so often miss calculated. I have seen countless numbers of sales representatives go into the (Hugh presentation) blind, hoping to “smooze” their way into a relationship that will lead to a sale. I seldom, if ever, attempt to close a sale on the first call; in fact, I don’t even like calling it a call. I prefer the term interview because that is what I believe it should be an interview with the prospective client for them to get to know me and me to get to know them.

The discovery should start before you even get to the interview. Go on line “Google “your client and show up to the interview as well informed as you can about them and their business and their industry.
Prepare questions to ask but do not prepare judgments.
Learn what your customer feels that they want so you can then help them buy what you know they need.

Immediate Preparation is looking and feeling your best. Is your shirt pressed, your shoes polished and have your shaved (if you’re a male)? Little things make the difference and how we look often will determine how we feel.

Emotional preparation is the Achilles tendon of closing the (Hugh Deal). Is your passion for what you do at 100%, have you put out of your mind your personal issues and are you prepared to give all your attention to your client.

Here is my “pre-game warm up” 1. Exercise the day of the presentation. 2. Listen to my favorite music on the way. 3. Go to make a friend.

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Good Selling

Bob