Conversations That Sell

ACTION 1: ELIMINATE YOUR DISTRACTIONS

What are you doing just before your sales conversations? Many overscheduled sellers are on a phone call, on their computers, or reading their email until the moment they pick up the phone or walk through the buyer’s door. They shuffle through papers and check one last time for important calls or messages.

This habit is dangerous. What is most important at that moment is the conversation you are going to have next. That’s why Waiting starts with you stopping. Stopping what? Everything else.

Eliminate distractions so you can be mentally present in your conversations, whether by phone or in person. Turn off your cell phone, turn off your computer screen, physically move away from your desk, or close your door. ...