Preparing for Your Next Meeting
In this short article, I will share a visualization exercise that I guarantee will put you in the right frame of mind when you go into your next discussion with a potential client.
OK. Let’s set this up. You know the problems that your product or service solve. You believe in your offering. Your potential client has a current problem or will face one in the future. Your offering delivers a solution to that problem.
You arrive at the parking lot of your potential client’s office or you are sitting at your desk about to pick up the phone.
Wait. Sit back in your chair for 30 to 60 seconds. Take a few deep breaths. Relax.
On the screen of your mind, visualize a crystal clear image of your potential client. Smile at him or her. Watch the person smile back at you. Above the client’s head, out of arm’s reach, is another image of that person. But in this image he or she is happily going about daily business—without the problem, because your offering solved it. Now, visualize yourself bending down and your client standing on your shoulders. You have all the strength in the world, so you stand up. While you step up on your tippy toes your client reaches upward and merges with that positive image above. The client disappears. All that is left on the screen of your mind is you, smiling. You are beaming with satisfaction, because you helped your client to achieve his or her goal.
You are ready to go into the meeting and win that client.
As we go about our daily business, it is all too easy to become caught up in the demands of our companies or our personal ambitions. That can prevent the exchange of positive energy between you and your client, making your interaction counterproductive.
This short visualization exercise will help you to center the mind on the true energy of sales: being of service and helping clients to achieve their goals.
I hope it helps. How do you prepare prior to meetings? Please share in the comments. Maybe we can all learn from one another. Also, if you have any questions fire away in the comments.
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