Preparation and Organization

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Do The Work
Well-known actor, Denzel Washington, shares that his Dad often said these words to him when he was growing up: “Do the work so you can do the work.”

There are books written about the four hour work weeks. Others are touting the value and importance of work-life balance.

Still others write about techniques to achieving financial independence. All of those things can be achieved—after you do the work!

Even back in the yellow page days of prospecting, the italy telegram data best salespeople had a script and a planned approach to their cold calls.

Fast forward to the information age and you will still see that the best salespeople are prepared.

When asking their best clients for referrals and introductions, they have a one-sheet referral page prepared that helps clients recognize referable opportunities.

When prospecting, the prepared salesperson has developed a customized value proposition by industry, position, trigger events and trends— not just a generic ‘here’s what we do’ elevator pitch.

Build and Maintain Relationships
Contrary to many current publications, relationship selling is not dead. Prospects and customers don’t want a professional visitor showing up to shoot the breeze.

They also don’t want just a technical expert with absolutely no personality or heart running the meeting either. The best salespeople build relationships and bring specialized value to the meeting. Value is added by being a shortcut and a problem finder. Value is added by doing something very simple: doing what you said you would do!