ACTION 5: PREPARE YOUR MIND TO ENGAGE WITH THE BUYER

The Actions for Waiting already shared are tangible and visual. However, your preparation in the Wait step includes an extremely important mental Action—preparing your mind.

Consider these situations: Your telephone rings; you arrive at the buyer’s location; you are sitting in the lobby of the buyer’s business; or you start to dial the telephone—what are you thinking about at that moment? Are you focusing on your buyer or the value you may bring to them? Or are you thinking about some other situation?

Winning conversations—and sales—begin in your head. Study top performers in any discipline and you will find that mental preparation often is cited as critical to their success.

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