"To be prepared is half the victory." -- Miguel de Cervantes
As someone who can be a tad obsessive about preparing, this is certainly something that rings true with me! A sales call is full of unknowns - will there be extra people at the meeting? Did your prospect not tell you the full story? Are they having a bad day?
All of those things are not under your control - but they can have a huge effect on the outcome of your meeting! That is why it is so important that you prepare everything that you possibly can. That way, when an unknown comes your way, you'll be able to deal with it calmly, knowing you have everything else under control!
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