Written By: John Boe
“Be Prepared” – The Boy Scouts of America motto!
It’s been said that salespeople don’t plan to fail, they simple fail to plan! How much time do you currently spend preparing for your client appointments? If you’re honest with yourself, the answer is probably not enough. In my opinion, the single most common characteristic shared among all successful salespeople is the value they place on pre-appointment preparation, research, and planning. I believe that when W. D. Boyce founded the Boy Scouts of America in 1910 he selected “Be Prepared” as the organization’s motto, because he understood that preparation was the key to unlock the door of opportunity.
Unlock the Door to Opportunity
Being prepared for an appointment gives the salesperson a major competitive edge and boosts his or her self-confidence, credibility, and professional image. Prospects are truly impressed when they meet with a salesperson who has taken the time to customize his or her presentation. Two thousand years ago the Roman philosopher Seneca remarked that “luck is what happens when preparation meets opportunity.” Here are some time-proven suggestions to help you prepare a customized presentation the next time you get the opportunity meet with a prospect:
I’ve never met a salesperson who admitted to losing a sale because he or she spent too much time preparing for the appointment. The twenty minutes or so that you invest in researching your prospect’s company, products, and services is a smart business decision that will yield huge dividends during your appointment. If you want to improve your professional image, build rapport with your prospect, and dramatically increase your sales effectiveness, I suggest that you take a tip from the Boy Scouts and always “Be Prepared!”
“It’s better to be prepared and not have an opportunity than it is to have an opportunity and not be prepared.” – Les Brown
John Boe is an entertaining speaker with a powerful message and a passion to…
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