I have many pet peeves and the one pet peeve that sticks out the most is around preparation. I see this too often, sales people getting too comfortable with their assigned markets and making assumptions when it comes to putting together meeting content. They make the assumption that their relationships are so fantastic, they know exactly what that customer needs or doesn’t need for that matter. They have their pre-call plan excluding half their products that end up sitting in the trunk of their car still wrapped in plastic. It’s a costly trap making assumptions around your customers needs. I don’t care how good you think you are or how long you have been doing this you will never really know how many opportunities can present themselves during that meeting. You’re not a mind reader and the business climate is always changing along with your clients’ needs.
Here is how it usually goes; all of a sudden you see that hook, that golden ticket to move the business and you have to run to your car like an amature trying to organize material that if you were prepared would have already had it with you and ready to go. Don’t look like an amature, be prepared, have all your materials to maintain a good flow of the sales process.
Think of your job aids like a firearm, “It’s better to have it and not need it than need it and not have it.”