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Chance favours the prepared
| Guest post by: Trent Leyshan |
Article Overview: Chance favours the prepared
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Free Download - Find fear before it finds you By Trent Leyshan |
Chance favours the prepared
French scientist, Louis Pasteur once famously said, "Chance favours the prepared mind." And a century or so on, his worlds still ring true.
When you are stressed, time poor, under pressure, and running around late all the time - chances are you are not preparing perfectly and your results will always reflect this. I recommend taking a measured approach by simplifying and slowing things down where and whenever possible.
In some cases less is more, but when it comes to preparation more is indeed more. People often prepare inadequately because they are pressed for time and some believe preparation is a luxury preferring simply to ‘wing it' and hope for the best. This approach not only breeds incompetence it does little to build confidence.
Preparation isn't a luxury - it's mandatory. If you are time poor this may be a symptom of poor preparation. And if you are selling in a clinical and repetitive manner, then keep pushing the boundaries for ways to improve the way you sell. Be better! More efficient, compelling, valuable, influential and passionate! Perfect preparation is paramount to perfect performance.
How you prepare for each meeting will determine the outcome. When you're pitching to win-business it's highly likely you are saying the same thing in the same way as your competitors. Sure, personality, value and benefits, come into play, but you can differentiate yourself by demonstrating how much thought and effort you put into each opportunity.
This demonstrates you genuinely care about creating the right outcome for the customer. It also shows you value the opportunity and take your own time and their seriously.
Just make sure you're engaging the right customers in the right conversation. Time wasters are the enemy, so believe in and stick to your process, always.
Tips to develop Perfect Preparation habits:
• Set a verbal agenda with clear outcomes for each meeting to achieve;
• Slow things down when and wherever possible and sell at your pace;
• Dont commit to meaningless meetings because you feel you have to;
• Role-play meeting scenarios in your head the night before in bed, or in the car or plane before your meeting;
• Role-play your past unsuccessful meetings and future important meetings with peers to refine and collaborate on best practices;
• Research your potential clients and go into each meeting armed with at least three key thought provoking questions;
• Take printouts of their website and of their competitors and highlight key areas that are relevant for the meeting discussion;
• Create a simply and quick tool to measure the effectiveness of each meeting and look always for ways to improve;
Just make sure you're engaging the right customers in the right conversation. Time wasters are the enemy, so believe in and stick to your process, always.
Tips to develop Perfect Preparation habits:
• Set a verbal agenda with clear outcomes for each meeting to achieve;
• Slow things down when and wherever possible and sell at your pace;
• Dont commit to meaningless meetings because you feel you have to;
• Role-play meeting scenarios in your head the night before in bed, or in the car or plane before your meeting;
• Role-play your past unsuccessful meetings and future important meetings with peers to refine and collaborate on best practices;
• Research your potential clients and go into each meeting armed with at least three key thought provoking questions;
• Take printouts of their website and of their competitors and highlight key areas that are relevant for the meeting discussion;
• Create a simply and quick tool to measure the effectiveness of each meeting and look always for ways to improve;
How you prepare is up to you, just remember, ‘Chance favours the prepared! And perfect performance is a product of perfect preparation.
I'm concerned about my sales dropping over the Christmas break. Got any tips?
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Article Tags: sales training
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About the Author: Trent Leyshan RSS for Trent's articles - Visit Trent's website Trent Leyshan is founder, CEO of BOOM! A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople. Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev. He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies. Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success! BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.
Click here to visit Trent's website   How much are your salespeople really worth Whats the difference between telling and selling How to be an elite SalesAthlete What would your salesrole and business be like with less fear Cut the dead wood |
Related Forum Posts
Another favorite quote
- Said by the inimitable Edna Mode among others:
"Luck favors the prepared."
I can't count the number of occasions where serendipity placed the perfect opportunity close to my hands...all I had to do was reach out and touch it... but I was not prepared with the information I needed to take advantage of the opportunity. I [i:ny1pux5q]should [/i:ny1pux5q]have been, but I wasn't.
Ah, the regrets of yesteryear...
Christmas funnies #3 from BAP
- This is a joke told by Terry Pratchett at a science fiction convention a few years ago (and is on YouTube which is where I saw it)
Mildly amusing...
A man goes into a pub, carrying an alligator under one arm. Puts it down on the table. And he says:"I've got a trick. I bet there's no one here who is prepared to do this."
He opens the alligator's mouth and..well...um.. reveals a certain part of his own...anatomy, which he places therein. And then he brings down his hand on the alligator's head, like this BAMM!
He blinks a little, for a little while, and then he says: "Is there anyone here prepared to do that?"
There's a long pause, and then an old lady at the back of the pub gets up and says: "I don't mind giving it a try but you mustn't hit me so hard on the head."
Rudeness?
- Hi Barbara
At least these people had enough respect for you to NOT say something like "Pffttt are you joking?" or "Haha, good one Barbara that one made me laugh" when you asked them for an interview.
I don't feel you should be getting so worked up just because a couple of authors did not respond to your invitation. At least you are [i:7muv9xa7]trying[/i:7muv9xa7] to generate interviews rather than being too scared of rejection from the authors you associate with.
You're doing a great job and if someone does not want to get on your bandwagon you a) won't be doing them any favours in the future nor do you owe them any and b) when your website takes off the people who did help you, will have their publications seen by many.
Last but not least [i:7muv9xa7]don't sweat the small stuff![/i:7muv9xa7]
Kind regards
TheAnonymousMan
Re: Securing Financing
- [size=150:1st1tmc9]You do have to be agile and prepared when starting a business. Most people underestimate how long it will take to get up and profiting.
Start establishing business credit as soon as possible.
Being prepared with the items mentioned in this article will greatly increased your chances of getting financed too. Preparation is key.[/size:1st1tmc9]
[b[color=#FF0000:1st1tmc9][size=200:1st1tmc9]]Addendum:[/[/size:1st1tmc9][/color:1st1tmc9]b] [size=150:1st1tmc9]Don't be afraid to get secured loans in your personal/business. Opening a NEW passport savings account/checking account with $400+ and getting a secured loan against it and paying it off within 30 days looks great on your credit report. Do it a few timews within 6 months and watch your score JUMP. [/size:1st1tmc9]
Luck favors the prepared
- The Law of attraction works best if you're prepared for when those coincidences come and can take advantage of them.
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