Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship

by Mahan Khalsa

steps to help make practice lead to successful and effective execution. 1. Begin early. It almost always takes more time than you expect to get it right. 2. Write it. Writing a meeting plan takes some time. However, it takes far less time to write a meeting plan than it does to pursue numerous low probability opportunities. Writing and executing a meeting plan will very likely help you to: • Exit low probability opportunities early. • Shorten the sales cycle. • Increase the win rate. 3. Say it out loud. Often what we write seems to flow and make sense, until we actually say it. Practice your script until it flows freely and naturally; ideally, practice with another person. 4. Visualize success. Have a successful call first in your imagination and then with the client. Imagine yourself talking with the client, either on the phone or in person, and pay close attention to what success looks like, sounds like, and feels like. Right before your actual meeting, re-create the look, sound, and feel of success. Begin the meeting with that state of mind and body. Visualize your success and you are likely to experience it more often.