Preparation

Remember when Kevin McCallister laid out the battle plan to protect his home in Home Alone? Of course you do. Classic holiday flick. Now check out the parallel of Kevin's plan to our everyday confirmed sales appointment. Ready...it's Preparation. 

Kevin thought about the timing of the burglary, all the entry points and how to secure them. Took into account an escape route and knew his desirable outcome of getting the wet bandits caught in the act. He had it all dialed in. Now if only we approached our sales meetings like this. Do we know about our audience? Have we allotted for the proper time? Do we know what our desired next steps and outcomes are? If we do then let the deals rain in. If not, we've got some cleanup to do.

Preparation can go in the trash if we don't make time for it. Sometimes we get too busy, sometimes are too distracted and sometimes we are just too darn arrogant to acknowledge the value of preparation. 

So if you're feeling a little guilty because this post struck a nerve first things first, go watch Kevin destroy Marv and Harry. Next, take a little extra time and prepare your own battle plans for your next meetings. Your customers and your pipeline will thank you. 

STOKED!