closing sales prepare for your sales

This is the 2nd article in my series of 20 on closing sales and Becoming an All-Star Sales person. This one is about how you can prepare for a successful sales call.Last time, we discussed the whole process of structuring a sales call. Today, we're going to focus on preparation. If you don't prepare or plan to succeed, you're planning to fail! You need to know in advance as much as possible about who will be there. What do you know about this person? What's your primary objective for the meeting? If your objective fails, what's your alternate objective and if that doesn't work, what's your last alternative?What questions might you get, what objections-and how will you answer them? Let's ginto more detail!There are two parts to preparation-objective and subjective, which corresponds to the logical and emotional parts of your brain. Objectively, you want to get all the facts, the name of the person, personal interests, if you can find that out, current projects, his competition, your competition. Use Google and other websites to learn as much as you can.The subjective part of preparation is when you program your brain to succeed. Visualize the outcome that you'd like to have. How is that going to make you feel if you attain that? You would feel pretty good, right? So get in touch with those positive emotions. Imagine the questions and the objections that you may receive. Hear yourself confidently answering. See yourself smiling and feel good about getting the result you wanted.What you've just done. You've learned how to thoroughly prepare yourself for your meeting. You've programmed your mental computer to direct you to your goal. You're preparing to succeed using both left and right brain skills.

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