PREPARE TO SUCCEED
Preparation is the groundwork that makes every element of your sales conversation the best that it can be. Preparation is critical. It’s critical to each and every sale, especially in today’s sales world, and it’s critical for your long-term career. That is why Prepare is the foundation of the WIIFT system in Figure 3–1. Preparation supports the entire conversation. Though some sellers tell me that they do much better when they “wing it,” I haven’t observed that to be true—all sales pros benefit from the consistency, confidence, and greater efficiency of systematic preparation.
Preparation is a habit. The act of preparing is not difficult; it’s a discipline. Preparation is physical in putting pen to paper or fingers to keyboard; ...
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