P6

A key in preparation are the 6 P’s. Proper planning prevents particularly poor performance. If your performance isn’t at the level it could be, here are some keys that may help turbocharge your results or performance. Results and performance aren’t necessarily the same thing. A result is the finality or conclusion of a thing, while performance is how you get there. If you are not happy with what you are getting, change what you are giving.

‘preparation’ is defined in this manner: The action of making ready or being made ready for use. You are getting the car ready for a trip. Think of what you would normally do to get ready for a trip.

Know your outcome:
This is paramount. If you are not clear on what your outcome is, then you are just going through the motions. When I sit down to set appointments, I have a clear idea of what I want and am determined to achieve it. If my goal is 2 appointments, then I strive for that and that is the PURPOSE for the activity. If I am honest, I have blocked off time to set appointments and gone through the motions and then the block of time is up and no appointments, then move on to something else. The difference is; when my mind is fixed on my PURPOSE, then I am more successful because everything about my lines up with my goal and purpose. Know your outcome first.

Develop a strong WHY?:
If you have a fuzzy WHY, as to the reason a prospect or client should buy from you, then you’d better go back and figure it out or move on to someone else. If you don’t have a strong reason WHY, and cannot detail it out for them specifically, then they will most likely not buy. I met with a company last week, and in 10 minutes gave them 3 reasons why they should implement my solution and I had a solid case. In another meeting the same day, I didn’t have as strong of a WHY, and guess what - I don’t think I will get the deal. You must be able to answer:
• Why will they buy?
• Why will they buy from you?
• Why will they buy from you now?

Develop a roadmap:
Now that you know your desired outcome, and developed a strong WHY, now is the time to develop a roadmap as to HOW you are going to accomplish it all. Start from the desired outcome and work backward and plug in all the steps necessary to get the desired results. Develop a timeline and work it.

Anticipate:
Anticipate everything you can think of. Anticipate what could go wrong, what the competition will do, what people will try and block the change, and how you will deal with it. On the positive side, anticipate how you can position yourself as a trusted advisor and industry expert. Anticipate how your solution will benefit the organization and how it will impact those involved.

Execute with confidence and belief: It also wouldn’t hurt to rehearse or even role play the presentation with someone else. In speaking with executives, they meet with a lot of salespeople and can almost sense if you lack confidence. I had an executive tell me that a major reason he bought from me was my competence and confidence when I spoke to him. You do not want to practice in the real work for the first time. Athletes spend more than 98% of their time practicing, doing drills, working on the basics. And mentally we should do the same. This will help a smooth delivery and minimize and nervousness while presenting.

Remember the 6 P’s and make it a rule to use preparation to eliminate what you do not want in the results you are receiving.

Go get ‘em and respect the Torch!