Time management is a bad deal. We try to squeeze the best out of the hours in a day. But everyone has 24 hours in a day. It’s a flawed mindset. And working 8, 12, or 16 hours might or might not get “more” done, but does it get the right stuff done? That’s the issue.

Listen up!

Handling The Biggest Sale Ever

Prepare yourself mentally and emotionally for every sales call.

Visualize, practice and rehearse critical components of the interview. Know exactly what you want to say to set the agenda for the meeting. Know precisely how you will transition to the pain step and what questions will be relevant to the prospect’s organization and situation.

Study the prospect’s behavioral style and modify your approach accordingly.

Anticipate the “tough” questions you may get asked and prepare an appropriate response or question. Writing out the playbook doesn’t hurt either.

A peddler wings it. The pro is prepared.