Target Opportunity Selling: Top Sales Performers Reveal What Really Works

Chapter 3

Contact

The Sales Expansion Loop: Contact

One point every top performer agrees with is that before making your first call or going to your first meeting, you must be prepared. But how prepared do you need to be?

PREPARING AND REHEARSING

If you ever saw an Apple product launch by the late and greatly missed Steve Jobs, you saw a consummate professional at work. Almost every word, inflection, emphasis, and gesture was choreographed to perfection and delivered with good humor. The word on the street from Apple’s campus was that before any big presentation, Jobs would invest two to three days rehearsing it.

It’s worth surfing YouTube to ...