Leaders plan. Leaders prepare. Leaders think of contingencies. Leaders do this BEFORE they act, even if it’s for 2 quick minutes before they act.
Making a sales call is an action. Action without planning and preparation can be deadly. As a sales person, are you sure of the overall situation that is compelling you to make this call? Do you know what your goal of the call is? Do you know what actions you are going to take during the call? What are your contingencies if one or two of the actions don’t work out? Have you properly outlined how you are going to communicate the results of the call to your boss, partner, or supporting units? Are you ready to take ownership of the results of the sales call?
Just because I’ve been on many combat operations or conducted many investigative operations does not mean I ever stopped making the proper plan. No matter how many times I operated I always made a plan because the consequences of not having a plan could literally be deadly.
Are your sales calls meeting a deadly conclusion? If they are, check your plan. If you had a plan and you failed, adjust your plan. If you failed and didn’t have a plan…be a leader and make a plan before you act.
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