The winging it factor

Many salespeople are known for winging it. In fact, many are proud of their ability to do so -- though many refer to it as being “fast on their feet.” They’re ready at the drop of a hat. And yet focused preparation well in advance of a client meeting is proven as the single most impactful element of a short and effective sales cycle. Leave the winging it to the amateurs: Prepare in advance. Do fewer meetings, do them better, sell more, have a better life.