Play to Win!
March 21, 2010
Every sale is unique. That’s why you need a solid game plan for every account. This is no different than preparing to play a sports game. Just like you need to know the sport you are going to play, you need to know your accounts. It is vital to your success to prepare and practice before the game.
If you want to win, you have to prepare yourself BEFORE the appointment. A winnable game is well thought out, and pre-call planning is imperative. Some of the questions you should be asking yourself are:
What is your objective or goal for the appointment?
What does winning look like?
Create a visual picture in your mind of your anticipated win. If your appointment doesn’t go as expected, have a back up plan? Always be prepared with Plan B. You have to be flexible and ready to adapt quickly when your plan is not working as expected.
After the appointment, debrief. This will allow you to be better prepared for your next round. Questions to ask:
What went well?
What could you do differently or better next time?
What will you change? How?
It is important to keep score! Write down what matters to you and keep track of the activities that lead to the results you desire. By debriefing and keeping score after each appointment, you create an instant feedback tool for yourself. Keeping score is essential for any sports team, just as it should be for you! This is a powerful process that will help you improve your game so you can win more!
