| This is the 2nd article in my series of 20 on | | | | want to get all the facts, the name of the |
| closing sales and Becoming an All-Star Sales | | | | person, personal interests, if you can find that |
| person. This one is about how you can prepare | | | | out, current projects, his competition, your |
| for a successful sales call. | | | | competition. Use Google and other websites to |
| Last time, we discussed the whole process of | | | | learn as much as you can. |
| structuring a sales call. Today, we're going to | | | | The subjective part of preparation is when you |
| focus on preparation. If you don't prepare or plan | | | | program your brain to succeed. Visualize the |
| to succeed, you're planning to fail! You need to | | | | outcome that you'd like to have. How is that |
| know in advance as much as possible about who | | | | going to make you feel if you attain that? You |
| will be there. What do you know about this | | | | would feel pretty good, right? So get in touch |
| person? What's your primary objective for the | | | | with those positive emotions. Imagine the |
| meeting? If your objective fails, what's your | | | | questions and the objections that you may |
| alternate objective and if that doesn't work, | | | | receive. Hear yourself confidently answering. See |
| what's your last alternative? | | | | yourself smiling and feel good about getting the |
| What questions might you get, what | | | | result you wanted. |
| objections-and how will you answer them? Let's | | | | What you've just done. You've learned how to |
| go into more detail! | | | | thoroughly prepare yourself for your meeting. |
| There are two parts to preparation-objective and | | | | You've programmed your mental computer to |
| subjective, which corresponds to the logical and | | | | direct you to your goal. You're preparing to |
| emotional parts of your brain. Objectively, you | | | | succeed using both left and right brain skills. |