Daily Quote |
Skill
Last Monday, you began thinking more critically about the art – and science – of preparation. If you spent a few more moments than average preparing for your pitch meetings last week, good for you! (Mark that down in your WINS JOURNAL.) The TOP 10% sellers don't rush through the prep process; they spend time doing the spade work. As a formula, ideal meeting preparation is the function of thought plus time. Ok, pop quiz: when is the best moment to begin creating your meeting agenda for a client pitch meeting? Answer: immediately after you secure the appointment. Pitch meetings are sacred, so maximize your time to think about everything that will ensure success.
Do
Today's DO is about converting the pre-agenda worksheet you built last Monday into a meeting agenda. As a reminder, your worksheet should list eight categories: "Client Name," "Attendees," "Meeting goal," "MY Meeting goal," "Issues," "Questions," "Stories," and finally, "Next Steps." While many categories are simple to complete, your focus should be on nailing your "Meeting goal." Completing that section starts with answering this guiding light question: what does this prospect/customer care about most? Once you nail that, everything else will fall in line. Note that "MY meeting goal," "Questions," and "Stories" won't appear on the actual agenda; those support your TOP 10% prep!
Oomph
For many, proper prep means subscribing to a ritual…like preparing meeting agendas for every customer meeting! Who better to help you with rituals than master basketball shooter Steph Curry of the Golden State Warriors? His proper prep is not just a ritual, it's a fun habit he enjoys. Check it, and him out in this 5-minute video that will make you smile. Creating an agenda may not be the same as watching a ball splash through the nets, but the satisfaction of nailing a meeting will be!
For many, proper prep means subscribing to a ritual…like preparing meeting agendas for every customer meeting! Who better to help you with rituals than master basketball shooter Steph Curry of the Golden State Warriors? His proper prep is not just a ritual, it's a fun habit he enjoys. Check it, and him out in this 5-minute video that will make you smile. Creating an agenda may not be the same as watching a ball splash through the nets, but the satisfaction of nailing a meeting will be!
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