The best sales reps share a number of attributes and are always looking to improve their skills. Here is a list of the 15 most important steps to take on your journey to becoming a better salesperson.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
Slide đào tạo nhân viên bán hàng iNET
Bán hàng là một nghề giao tiếp chủ động.
Bán hàng là 1 nghệ thuật. Người bán hàng phải có sự đam mê với nghề, hiểu rõ sản phẩm dịch vụ, tư vấn nhiệt tình cho khách hàng, đồng thời phải có kế hoạch triển khai hoạt động bán hàng hợp lý.
The best sales reps share a number of attributes and are always looking to improve their skills. Here is a list of the 15 most important steps to take on your journey to becoming a better salesperson.
The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation
Slide đào tạo nhân viên bán hàng iNET
Bán hàng là một nghề giao tiếp chủ động.
Bán hàng là 1 nghệ thuật. Người bán hàng phải có sự đam mê với nghề, hiểu rõ sản phẩm dịch vụ, tư vấn nhiệt tình cho khách hàng, đồng thời phải có kế hoạch triển khai hoạt động bán hàng hợp lý.
Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
The Jobs-To-Be-Done Theory is an economic theory from well-known Harvard Business School Professor Clayton Christensen. The theory will help you with business leadership, disruptive innovation, and growth marketing strategy. The theory was crafted around the notion that instead of looking at the product that people are buying, you need to examine why they are buying the product. You need to ask yourself, "what is the desired outcome that consumers are trying to achieve that is causing them to purchase this product?"
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
As software testers, we need to learn a product thoroughly, we need to understand the user interface, the audience, the intended use of a product and we need to know how a product has been built so that we can test and investigate the robustness and readiness of a product. So we ask lots of questions. We ask designers, developers, product owners and many other people questions throughout our day and yet, rarely do we stop to recognize the skill of asking questions, let alone focus on how we might improve our approach to asking questions. Listen to the webinar as Karen Johnson talks about the art of asking questions. At the end of the session, you can ask her questions too.
Sales 101 Ask For the Order and Increase your Win Rates John Leonardelli
Sales 101: Ask for the Order and Increase Your Win Rates with bonus content
Many sales people do a great job providing pricing and presenting a solution but many times they forget to Ask for th Order!
Learning To Sell - The Most Essential Start-up Skill by Chris CousinsGibraltar Startup
The presentation highlights the attitude we need to develop to successfully launch a startup. Learning to convince and persuade plays a critical role and the proven funnel system will help you close deals fast.
Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
The Jobs-To-Be-Done Theory is an economic theory from well-known Harvard Business School Professor Clayton Christensen. The theory will help you with business leadership, disruptive innovation, and growth marketing strategy. The theory was crafted around the notion that instead of looking at the product that people are buying, you need to examine why they are buying the product. You need to ask yourself, "what is the desired outcome that consumers are trying to achieve that is causing them to purchase this product?"
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
As software testers, we need to learn a product thoroughly, we need to understand the user interface, the audience, the intended use of a product and we need to know how a product has been built so that we can test and investigate the robustness and readiness of a product. So we ask lots of questions. We ask designers, developers, product owners and many other people questions throughout our day and yet, rarely do we stop to recognize the skill of asking questions, let alone focus on how we might improve our approach to asking questions. Listen to the webinar as Karen Johnson talks about the art of asking questions. At the end of the session, you can ask her questions too.
Sales 101 Ask For the Order and Increase your Win Rates John Leonardelli
Sales 101: Ask for the Order and Increase Your Win Rates with bonus content
Many sales people do a great job providing pricing and presenting a solution but many times they forget to Ask for th Order!
Learning To Sell - The Most Essential Start-up Skill by Chris CousinsGibraltar Startup
The presentation highlights the attitude we need to develop to successfully launch a startup. Learning to convince and persuade plays a critical role and the proven funnel system will help you close deals fast.
3 big mistakes professionals make when presenting financial or operational da...Dave Paradi
If you present financial or operational data to executives, you want to avoid the three big mistakes I see too many professionals make. These mistakes make your presentation less effective, and they hurt your career.
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
130 slides include: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features – benefits - solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more.
Sales PowerPoint Slides include topics such as: analyzing your product/service, 6 value added techniques, gaining the competetive advantage, 6 ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Slides can easily be tailored to your specific needs (make handouts, create overheads and use them with an LCD projector) and are available for license. 100+ PowerPoint presentation content slides. Each slide includes slide transitions, clipart and animation. System & Software Requirements: IBM or MAC and PowerPoint 97 or higher. Royalty Free - Use Them Over and Over Again. Once purchased, download instructions will be sent to you via email. (PC and MAC Compatible).
The father of all demos: how to make a product demo that stands out Moriya Kassis
For a startup, there is almost nothing more powerful than a great product demonstration.
When done correctly, a demo allows the customer to see and feel how things will be better if they buy (and worse if they don't). And so, good demos don't have to be perfect for the product. They have to be perfect for the audience.
Learn the best practices of the Product Demo: What should you know? How should you prepare? What is the Just Right amount of work for you to do? Also, how to deliver both the best product and the best message to go with it?
As it's easy to mess up a Demo, learn how to do it in an interactive session that moves you fast forward to an outcome.
Thinking:People are doing it wrong! Digital Elite Camp presentation. How cognitive biases and mental heuristics help to sell more. https://www.dreamgrow.com/thinking-cognitive-biases-in-sales-and-marketing/
To Sell is Human training for real estate agents based on Dan Pink's book and adapted for our industry. Part of the BloomTree Master Series training provided to our agents.
Used this marketing presentation while teaching a Business Canvas Model Workshop. Looking at the difference between branding and marketing. The changing nature of branding and the basics of sales.
The Circuit - The Market Has Changed...Have You?The Circuit
Learn a new strategy for selling in tough markets.
With the break down of the financial markets the very interpretation of value has altered; leaving us with in essence, a new market place. Customers behave differently and so must we, in how we sell to them.
Put your social media, website and newsletters on fire with these 12 emotion-loaded content ideas.
A firecracker without a match to set it off isn’t going to make much of an impact. A good product or service without an emotion-evoking message isn’t going to be all that persuasive.
In this deck Philippe looks at 12 emotions that will make your messages explode with persuasiveness.
What's the point of creativity in Direct MarketingJohn Griffiths
The application of behavioural economics and herd theory to direct marketing with examples. Given to the Marketing in Direct Conference in Bucharest Sept 8th 2010
Success in Sales and Marketing Part 1- BASIS Marketing TrainingKenny Ong
Part A: Success in Sales & Marketing begins with your own Potential (1 hour)
1. Attitude, Character, and Habits
2. Maximizing your Potential
3. Building Relationships and Networks
4. Sales & Marketing: Why both are important
Part B: Success in Marketing (30 mins)
1. Overview of Marketing Strategies and Concepts
2. Introduction to Different marketing Options: Mass/Indirect Marketing Techniques, Targeted/Direct Marketing Techniques, Guerilla and Word-of-Mouth Marketing
3. How to develop a “Total Marketing Plan” introduction
Part C: Success in Sales (1½ hours)
1. Sales Mindset
2. Laws of Selling
3. How to Influence other people
4. Tele-Sales Tips
5. Practical and Easy-To-Learn Techniques to increase sales
Whether you sell to other businesses or to consumers, or whether your product is simple or complex, better qualification skills will reduce your frustration and improve your sales effectiveness. Why? Effective qualification lowers risk. It increases productivity. It enables you to focus your limited time on the opportunities most likely to produce the results you seek.
Come learn how YOU can Animate and Illuminate the World with Generative AI's Explosive Power. Come sit in the driver's seat and learn to harness this great technology.
First Things First: Building and Effective Marketing Strategy
Too many companies (and marketers) jump straight into activation planning without formalizing a marketing strategy. It may seem tedious, but analyzing the mindset of your targeted audiences and identifying the messaging points most likely to resonate with them is time well spent. That process is also a great opportunity for marketers to collaborate with sales leaders and account managers on a galvanized go-to-market approach. I’ll walk you through the methods and tools we use with our clients to ensure campaign success.
Key Takeaways:
-Recognize the critical role of strategy in marketing
-Learn our approach for building an actionable, effective marketing strategy
-Receive templates and guides for developing a marketing strategy
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
The What, Why & How of 3D and AR in Digital CommercePushON Ltd
Vladimir Mulhem has over 20 years of experience in commercialising cutting edge creative technology across construction, marketing and retail.
Previously the founder and Tech and Innovation Director of Creative Content Works working with the likes of Next, John Lewis and JD Sport, he now helps retailers, brands and agencies solve challenges of applying the emerging technologies 3D, AR, VR and Gen AI to real-world problems.
In this webinar, Vladimir will be covering the following topics:
Applications of 3D and AR in Digital Commerce,
Benefits of 3D and AR,
Tools to create, manage and publish 3D and AR in Digital Commerce.
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
SMM Cheap - No. 1 SMM panel in the worldsmmpanel567
Boost your social media marketing with our SMM Panel services offering SMM Cheap services! Get cost-effective services for your business and increase followers, likes, and engagement across all social media platforms. Get affordable services perfect for businesses and influencers looking to increase their social proof. See how cheap SMM strategies can help improve your social media presence and be a pro at the social media game.
Is AI-Generated Content the Future of Content Creation?Cut-the-SaaS
Discover the transformative power of AI in content creation with our presentation, "Is AI-Generated Content the Future of Content Creation?" by Puran Parsani, CEO & Editor of Cut-The-SaaS. Learn how AI-generated content is revolutionizing marketing, publishing, education, healthcare, and finance by offering unprecedented efficiency, creativity, and scalability.
Understanding
AI-Generated Content:
AI-generated content includes text, images, videos, and audio produced by AI without direct human involvement. This technology leverages large datasets to create contextually relevant and coherent material, streamlining content production.
Key Benefits:
Content Creation: Rapidly generate high-quality content for blogs, articles, and social media.
Brainstorming: AI simulates conversations to inspire creative ideas.
Research Assistance: Efficiently summarize and research information.
Market Insights:
The content marketing industry is projected to grow to $17.6 billion by 2032, with AI-generated content expected to dominate over 55% of the market.
Case Study: CNET’s AI Content Controversy:
CNET’s use of AI for news articles led to public scrutiny due to factual inaccuracies, highlighting the need for transparency and human oversight.
Benefits Across Industries:
Marketing: Personalize content at scale and optimize engagement with predictive analytics.
Publishing: Automate content creation for faster publication cycles.
Education: Efficiently generate educational materials.
Healthcare: Create accurate content for patients and professionals.
Finance: Produce timely financial content for decision-making.
Challenges and Ethical Considerations:
Transparency: Disclose AI use to maintain trust.
Bias: Address potential AI biases with diverse datasets.
SEO: Ensure AI content meets SEO standards.
Quality: Maintain high standards to prevent misinformation.
Conclusion:
AI-generated content offers significant benefits in efficiency, personalization, and scalability. However, ethical considerations and quality assurance are crucial for responsible use. Explore the future of content creation with us and see how AI is transforming various industries.
Connect with Us:
Follow Cut-The-SaaS on LinkedIn, Instagram, YouTube, Twitter, and Medium. Visit cut-the-saas.com for more insights and resources.
5 big bets to drive growth in 2024 without one additional marketing dollar AND how to adapt to the biggest shifting eCommerce trend- AI.
1) Romance Your Customers - Retention
2) ‘Alternative’ Lead Gen - Advocacy
3) The Beautiful Basics - Conversion Rate Optimization
4) Land that Bottom Line - Profitability
5) Roll the Dice - New Business Models
AI-Powered Personalization: Principles, Use Cases, and Its Impact on CROVWO
In today’s era of AI, personalization is more than just a trend—it’s a fundamental strategy that unlocks numerous opportunities.
When done effectively, personalization builds trust, loyalty, and satisfaction among your users—key factors for business success. However, relying solely on AI capabilities isn’t enough. You need to anchor your approach in solid principles, understand your users’ context, and master the art of persuasion.
Join us as Sarjak Patel and Naitry Saggu from 3rd Eye Consulting unveil a transformative framework. This approach seamlessly integrates your unique context, consumer insights, and conversion goals, paving the way for unparalleled success in personalization.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
Core Web Vitals SEO Workshop - improve your performance [pdf]Peter Mead
Core Web Vitals to improve your website performance for better SEO results with CWV.
CWV Topics include:
- Understanding the latest Core Web Vitals including the significance of LCP, INP and CLS + their impact on SEO
- Optimisation techniques from our experts on how to improve your CWV on platforms like WordPress and WP Engine
- The impact of user experience and SEO
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
The Secret to Engaging Modern Consumers: Journey Mapping and Personalization
In today's digital landscape, understanding the customer's journey and delivering personalized experiences are paramount. This masterclass delves into the art of consumer journey mapping, a powerful technique that visualizes the entire customer experience across touchpoints. Attendees will learn how to create detailed journey maps, identify pain points, and uncover opportunities for optimization. The presentation also explores personalization strategies that leverage data and technology to tailor content, products, and experiences to individual customers. From real-time personalization to predictive analytics, attendees will gain insights into cutting-edge approaches that drive engagement and loyalty.
Key Takeaways:
Current consumer landscape; Steps to mapping an effective consumer journey; Understanding the value of personalization; Integrating mapping and personalization for success; Brands that are getting It right!; Best Practices; Future Trends
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
Videos are more engaging, more memorable, and more popular than any other type of content out there. That’s why it’s estimated that 82% of consumer traffic will come from videos by 2025.
And with videos evolving from landscape to portrait and experts promoting shorter clips, one thing remains constant – our brains LOVE videos.
So is there science behind what makes people absolutely irresistible on camera?
The answer: definitely yes.
In this jam-packed session with Stephanie Garcia, you’ll get your hands on a steal-worthy guide that uncovers the art and science to being irresistible on camera. From body language to words that convert, she’ll show you how to captivate on command so that viewers are excited and ready to take action.
The session includes a brief history of the evolution of search before diving into the roles technology, content, and links play in developing a powerful SEO strategy in a world of Generative AI and social search. Discover how to optimize for TikTok searches, Google's Gemini, and Search Generative Experience while developing a powerful arsenal of tools and templates to help maximize the effectiveness of your SEO initiatives.
Key Takeaways:
Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
3. Can you . . .
Influence someone to adopt your cause
or point of view?
Hold a stimulating conversation with
someone you just met?
Win something you compete for, and
enjoy the experience?
Rebound purposefully from a loss or
setback?
Demonstrate empathy?
Intentionally help someone else to
succeed at something?
Make decisions that are ethically
correct even when they aren’t in your
financial best interest?
4. Key Problems to Solve
a)What does your customer want
to buy?
b)How does he or she want to
buy?
c)How do you make that as easy
as possible?
5. A few sales myths . . .
“We basically need someone to just
open some doors for us . . .”
“Our firm’s reputation sells itself.”
“There are no direct competitors for
what we do.”
“I’m not that good at selling.”
“Sales is really just a numbers game.”
6. “The purpose of a business
is to create a customer.”
Peter Drucker
24. 7-Item Sales Call Safety Checklist
(Answer yes/no/or maybe)
I know the outcome or result my
prospect is seeking from this meeting.
I am bringing knowledge and
resources that my prospect is likely to
value.
I know what needs to be learned.
I have situational awareness.
I have visualized the successful
outcomes for this opportunity.
I have planned for what to do in the
event something doesn’t follow the
expected path
I am 100% mentally present.
29. Qualification:
Figure out greatest risks . . .
• My solution might not be valuable
for this client . . .
• I might not be able to get access
to the people who have the ability
to take action . . .
• My prospective client might not
have the financial resources to
purchase and implement my solution .
. .
• My prospective client isn’t
motivated or doesn’t have the will
to solve the stated problems. . .
31. “A problem well defined is
half-solved.”
1. Is access water a human right?
2. Is it ethical for companies to
profit from selling water?
3. How do we get water to people who
need it?
32. How to Discover Capability
Gaps
As Is
To Be
gap
Projects
Projects,
Prioritized
1.
2.
42. Do: make inquiry and discovery a centerpiece of
your sales appointments.
Don’t: Rely on show and tell, and walk away
without knowing what your client really wants.
Do: see the world through your client’s eyes.
Understand the outcomes your client seeks—not just
the product features.
Don’t: assume that your client cares about your
company or your products.
Do: make your motivations transparent, and insist
on transparency in return.
Don’t: create an environment that stifles candor
and honesty.
Do: respect your client’s decision options
throughout the sales process.
Don’t: assume only one possible outcome for your
sales engagement.
43. Time for questions . . .
Andrew (Andy) Rudin
703.371.1242
arudin(at)contrarydomino(dot)com
Editor's Notes
Here’s what this sounds like: http://www.youtube.com/watch?v=MIchKY3SNp4&NR=1
Assumptions:Linear, visibility, orderly, ‘happy path,’ no “friction,” discord, “show-stopping” issues.Not represented: Risk, “black swan” events.There is a process.Source: http://www.salesbenchmarkindex.com/bid/72635/5-Things-Marketing-Needs-to-Know-About-the-Sales-Process
Add: window shade with ‘openings of light’ captions: ‘they’ve been so busy lately,’ ‘they have some management instability at the top,’ ‘they’re afraid of change,’ ‘they’re buying a company,’ ‘they’re probably going to get bought,’ ‘I think they like our solution, but I’m not sure.’Assumptions:Linear, visibility, orderly, ‘happy path,’ no “friction,” discord, “show-stopping” issues.Not represented: Risk, “black swan” events.There is a process.Source: http://www.salesbenchmarkindex.com/bid/72635/5-Things-Marketing-Needs-to-Know-About-the-Sales-Process
Add: window shade with ‘openings of light’ captions: ‘they’ve been so busy lately,’ ‘they have some management instability at the top,’ ‘they’re afraid of change,’ ‘they’re buying a company,’ ‘they’re probably going to get bought,’ ‘I think they like our solution, but I’m not sure.’Assumptions:Linear, visibility, orderly, ‘happy path,’ no “friction,” discord, “show-stopping” issues.Not represented: Risk, “black swan” events.There is a process.Source: http://www.salesbenchmarkindex.com/bid/72635/5-Things-Marketing-Needs-to-Know-About-the-Sales-Process
Add: window shade with ‘openings of light’ captions: ‘they’ve been so busy lately,’ ‘they have some management instability at the top,’ ‘they’re afraid of change,’ ‘they’re buying a company,’ ‘they’re probably going to get bought,’ ‘I think they like our solution, but I’m not sure.’Assumptions:Linear, visibility, orderly, ‘happy path,’ no “friction,” discord, “show-stopping” issues.Not represented: Risk, “black swan” events.There is a process.Source: http://www.salesbenchmarkindex.com/bid/72635/5-Things-Marketing-Needs-to-Know-About-the-Sales-Process
1. I know the outcome or result my prospect is seeking from this meeting. If you don’t have a clue, you’re already in trouble.2. I am bringing knowledge and resources that my prospect is likely to value. If you don’t share anything useful or valuable, you probably won’t be invited back. It doesn’t matter how good your questions were, or how much time you spent listening.3. I know what needs to be learned. Both for you, and your prospect. Ensures that you are prepared to ask the right questions, and that you don’t waste time throwing conversational spaghetti at the wall to see what sticks.4. I have situational awareness. Not the same as knowing everything you can about your prospect. This item ensures you understand the context for the meeting, and that you can adapt to the situation.5. I have visualized the successful outcomes for this opportunity—for my prospect and for me. Visualizing a successful result ensures that you take the right actions to achieve it. Ask an Olympic gymnast.6. I have planned for what to do in the event something doesn’t follow the expected path. You can’t plan for every contingency, but every checklist must consider what could go wrong—the demo that doesn’t work, or the question that you don’t know how to answer.7. I am 100% mentally present. “I’m so sorry . . . Could you excuse me for just a minute—I have to answer this call . . .”