Take 22 - Lights, Camera, Action!

A sales call can feel just like the opening of a Broadway play with anonymous critics in the audience.

Their review can make or break the future attendance - the box office receipts - the revenue.

When it is time for the curtain to be pulled back, take nothing for granted.

Be on time (15 minutes early - even if you wait outside). Know where you are going. Getting lost in this day of Yahoo Maps reflects poor planning and may be indicative to your prospective client of how you will be with their transaction.

Give careful attention to your appearance. Exude the confidence and success that corresponds to your industry, client expectations, and your personality.

Above all - never let them see you sweat! Yes, every interaction is important, but not life or death! It will be hard to "do you" if you are frazzled, harried and hurried.

Under the pressure of time and clients limited attention spans, avoid the urge to "spray" your pitch in the opening like the perfume person at the department store.   If you are late, if the clients are distracted, or something else has caused you to lose control, offer another meeting rather than give them the quick pitch.

Pitches can result in rejection...not objections (remember the difference?).

What if things just don't go well?

In a live performance (sales), you don't get to yell "cut" and do it again. You have to keep moving regardless of mistakes. You can't worry about poorly delivered lines or miscues. Don't worry about what others think about your temporary failure. The added pressure of those expectation only constricts your ability "to be".

Learn from what happens in good performances and bad ones. Strange thing about sales - some bad performances result in a standing ovation (closes) and other Oscar-worthy ones get booed (no close).

Don't turn a teachable moment into a "gripe fest". Don't create a series of "here's what's wrong with them" excuses.

You have to learn to evaluate your performance and nothing else.

Your performance is all you can control. The other people in the play have to be trusted to do their part or you have to react accordingly when they don't. That can only come from experience - the hallmark of the best professionals in any field.

Made a mistake...had a bad sales call...you know what to do...

Take 23...Lights, Camera...Action!

Until tomorrow, I wish you Money, Power, Success!