Never, ever wing it

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Some salespeople like to think they’re extraordinary conversationalists. They think that because they were able to set an appointment, and they know their product or service well (they’ve sold it for years), their charismatic personality will carry the sales call and ultimately win the sale.

Of course, YOU’VE never thought this, but trust me, others have.

The days of winging it are over. As Jim Meisenheimer said, “It’s easier to say no to someone who is winging it. It’s more difficult to say no to a professional.” Avoiding preparation, whether through arrogance or procastination, is a sure sign of an amateur. No matter what you look like, dress like, or sound like, when you wing it you seem like an out-of-touch idiot. Period.

Buyers, whether they’re purchasing agents or maintenance managers, are too busy to waste time with an entry-level sales approach from a person who doesn’t value his or her own time.