FIVE ACTIONS TO PREPARE FOR A CONVERSATION THAT COUNTS

The Wait step is the one that is totally in your control. Making time to pause is up to you. Notice I didn’t say “taking the time.” Often we need to make the time and prioritize our preparation.

When you make the time for the Actions of the Wait step, you fulfill the main purpose of this step—to begin a productive, value-filled conversation with the buyer. To Wait successfully there are five Actions:

1. Eliminate your distractions.
2. Focus on What’s in it for Them for this conversation.
3. Review notes from previous meetings or research.
4. Check your mirror and materials.
5. Prepare your mind to engage with the buyer.

This Wait or final pause before connection may take just moments, or it may take minutes depending upon the meeting you are preparing for. It’s not the amount of time you spend, it’s how you spend that time.