Salespeople invest time developing their “pitch,” formulating questions, and preparing responses to expected questions and objections from the prospect. But, is this enough?
You had an initial meeting with a potential customer and had what felt to you like a good conversation. A second meeting was scheduled, a proposal prepared but at delivery the presentation failed to impress.
Think about the last time someone asked you to tell them a little bit about yourself. Did you stumble? Did you regret how you answered? Did you miss an opportunity to fit in something important or fail to make it relevant?
We all develop habits and ways of thinking over time; whether these are productive or counter-productive, they can become an operating system that we depend upon. What habits have you formed and are they supporting your growth and who you want to be?
Have you defined where you want the business to be short-term and long-term? If you’ve done this, do you know who beyond the existing leadership team will help you get there and what skills they need to learn or develop in order to help you successfully achieve these goals?
All too frequently business owners, professionals and salespeople schedule appointments only to cast them to the back of their minds until the day before the scheduled date.
