Yesterday’s focus was on winning. Winning a new account.
The anticipation and anxiety of prepping for a sales presentation is similar to the feeling of getting ready to do an employee interview/interrogation during my previous life. I find it addicting. As much as you plan, you worry about every word that come out of your mouth. You hope it’s received as you planned. You hope you did enough homework on their needs. You hope you strategy gets you to your end game. You get one shot to impress, to make them question their previous assumptions. You have to read body language. You analyze the situation and adjust/pivot. You stay on your toes, ready to answer any and every question they are planning. Most of all be yourself. Be real. It’s you they are buying, it’s not about the product alone.