F16 Jets

Fly With Waldo

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Preparation leads to Trust

How many times a week do you get an unsolicited call at work (i.e. an interruption) where someone tries to sell you something? The person on the line knows absolutely nothing about you or your company (other than the name on the call list in front of them), but is convinced that their product/service is critical for your business.

“Can I send you an e-mail and a few pdfs that outline our services?” “Let me direct you to our website and show you what we do?”

I’ve got a suggestion for you cold caller – get another job. And, please, make sure it’s not in sales! You didn’t do the work to prepare for your call and show me value, so why should I waste my time looking at your information?

Unfortunately, this so common in business today that it drives me crazy. It’s the norm, not the exception. Why? Because it’s easy to do the minimum. It’s easy not to put in the effort.

Jet flying over mountains

A-10 and pilot – mission ready.

Before you pick up the phone to call a prospect, meet your client for lunch or attend a meeting with your team, what are you doing to prepare? What are you doing to show that you’re not a commodity employee, partner, vendor or sales rep?

What are you doing that your peers and competitors are not willing to do?

Remember, WIN stands for “Work It Now!” Winners work. They prepare and sacrifice to show value.

The more you sweat, the less you bleed.