Remember when…you were in school and you had a big test coming up. If you cared at all about your grades, what did you do prior to the test? You studied, you prepared. Remember when…you were playing sports and you had a big game coming up. What did you do prior to the game? You studied, you practiced, you prepared. Remember when…you were in the high school play. What did you do prior to the play? You rehearsed, you prepared.
Why do we not take the same time for preparation when it comes to running our sales calls? We prepare for tests, games, concerts, plays, competitions, driving tests, our weddings, childbirth, and so many other things. However, when it comes to running sales calls, which is really our livelihood, very commonly, we choose not to prepare for those. I know people (ok, me at times LOL) who spend more time preparing for their fantasy football league than they do their sales calls and their careers!
The late, great Zig Ziglar often said that “Success comes when opportunity meets preparation. What I have found to be the case is that there is no shortage of opportunity but there is plenty shortage of preparation. How much better did we do on tests in school when we studied? How much better did we play in games when we practiced first? It just makes good sense to be prepared in everything you do, and your career is no different.
For best results, prepare by knowing your competition, learn about what you are up against, study your customer or your target market, script out a systematic approach to your sales calls, rehearse your sales calls, and know your product or service inside and out. You have the opportunity, now prepare for success and start creating overwhelming victories!
– The Sales Leader
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