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Guest post by: Laura Posey Become an Author

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I’ve been on a whirlwind tour of the US for one of my clients recently. In seven days I was in Las Vegas, Orlando and Chicago and while the adventure was tiring, I noticed that you can learn a lot of good lessons about selling while in the air (and airport). Here are some of the ones I learned.

First and foremost, be prepared. Flying requires you to know how you’re getting to the airport and when, how you’re getting from the next airport to your hotel, where you’re staying, how you’re getting around town, etc. You’ve got to have a plan with time frames and exact ideas of what you need. While in Chicago I discovered out that cabs from the airport cost $55 to take me to my hotel, while prearranged “limos” (Chicagoan for Town Car) were only $30. Your sales are the same way. If you don’t know where you’re going and how you’re going to get there, you’ll never arrive at the destination of your choosing.

Simplify and take only what you need. When traveling, it’s nice to have an outfit for any possible situation; however, anyone who has traveled for a living will tell you how hard it is to lug all that “possibly useful” stuff around. If you plan carefully, you’ll likely have all you need. Only on rare occasions will you want something extra. You can then get creative and figure out how to adapt. It’s the same with selling. Don’t drag a huge presentation binder around with a ton of brochures. A notepad and your brain will usually do. If you find out in an appointment that you need something more, you can always go get it and come back later.

Be flexible. You have to have a plan but as any frequent flyer can tell you, you need to have a backup. Planes, and prospects, don’t always run according to our desires so you have to be prepared with an alternate way of reaching your goal. If you planned on landing a large account at the beginning of the year and it doesn’t pan out, be ready with a backup plan to get you to your goal.

Meet your neighbor. So often in our daily lives we get so caught up in our own agendas that we forget to engage the people around us. In a cab on the way to my hotel recently I had a terrific conversation with a software salesperson from DC. She told me all about her company’s lack of good training, etc and we ended up exchanging cards for follow up. If I’d simply worked on my laptop or stared out the window I might have missed a golden opportunity to meet a prospect. How well do you know your neighbors or the people down the hall from you at work? Take a moment to find out who they are and who they know- it might just lead to some sales.

Ask questions and do research. Before I left for Las Vegas last week I called the hotel to check on amenities. I found out that their fitness center wasn’t going to open for many months and that it would be a waste of my time to pack my workout gear for that leg of the trip. I also checked the weather online and discovered that Vegas in January is cold so I’d need more than the light shirt I was planning to pack. Asking questions about your prospects and doing research about their business beforehand can save you lots of wasted time and possible embarrassment in the sales process.

Listen. Sitting in O’Hare airport Wednesday night I overheard several gentlemen from a local IT firm discussing projects that were going on at the company. They were discussing hiring, layoffs, outsourcing and many other topics of interest. I picked up lots of great information for some of my referral partners. You never know when a piece of information will be useful. Listen to everyone you meet and let them tell their stories. You may just find a lead or a referral for someone else.

The lessons here don’t just apply to sales and flying- they apply to life in general. Getting what you want in life and being happy are a matter of having a few good habits that you practice over and over. Be prepared, yet flexible. Meet people, ask them questions and listen to the answers. Keep it simple. Practice those things this year and you’ll find you get the life you want.

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