6/13/2025-“I don’t need to prepare, I got this.”

Written by

Neil Monnens

in

Daily Quote

“Failing to prepare is preparing to fail.” Benjamin Franklin (and made popular by John Wooden)
SKILL

Thorough and strategic preparation is the foundation for successful selling. You’ve heard that, but do you believe and DO it?

Have you wondered why something as simple and proven as preparing for pitch meetings is often overlooked?

It’s because your “I got this!” kicks in… and makes you believe you do.

The worst feeling in the world is walking out of the meeting mumbling, “I shoulda done more homework.”

Prep is a controllable variable.
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DO

Focus your preparation skills on your client interactions: “sales calls”, a.k.a. “pitch meetings”.

Create a pre-meeting template to help guide you.

Write down these titles in the A column of a sheet:
1. Client names
2. Meeting agenda/goal
3. MY meeting goal (not publicly broadcast to the customer, nor a part of #2)
4. Issues (a.k.a. “objections and obstacles”)
5. Strategic questions
6. Stories
7. Anticipated next steps and obligations

Fill out the template before every customer meeting!
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OOMPH

Having won ten national championships in college basketball, UCLA’s John Wooden is inarguably the greatest winning men’s basketball coach on the planet. (Calm down, Geno Auriemma fans…note the word “men’s”!)

The anchor of Wooden’s winning ways is his Pyramid of Success, which doesn’t only apply to basketball…it applies to you and what you’re doing right now.

This video introduces you to Wooden’s Pyramid and is peppered with a bit of hoops trash talk.
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