Don't get caught off-guard

In a word…prepare

Before every single sales presentation, meeting, appointment or call, you need to consider:

• Who will be at the meeting?
• How receptive will those individuals be to your concept, idea or solution?
• Are there unresolved issues with any previous orders, purchases or products?
• What objections might be expressed?
• What questions might be asked?
• How will you respond to these objections and/or questions?

You don’t need to spend hours thinking about these questions; usually a few minutes of uninterrupted time is more than sufficient. However, it is time well-invested because it is less likely that you will be caught off-guard.

For more on sales techniques, see:

• Nine easy ways to blow a great sales opportunity
• Beat the competition
• Soft selling: Simple closing basics

Kelley Robertson helps sales professionals master their sales conversations so they can win more business at higher profits. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at http://www.Fearless-Selling.ca.