QUICK TIPS FOR PREPARING FOR YOUR SALES CONVERSATION

• Your conversation success starts with you. Mentally prepare to engage with your buyer before picking up the phone or walking through the door.

• Make the time to prepare on paper. Identify the objective of the conversation, the questions that need to be answered for you and Them, the value your solution will provide, and possible objections you will need to work through.

• Adjust the information and materials for the buyer’s Tribal Type.

• Research the person, company, and the industry to ensure your conversation will be relevant and value-focused throughout.

• Look in the mirror to ensure your personal presentation is favorable.

• Gather any materials you may need and ensure they represent you and your company positively.

• Eliminate potential distractions before you pick up the phone or enter the meeting place.