When we're in sales for quite a while, we tend to think that, hey, we know what we're doing.

We've got this down.

We don't need to practice or prepare.

Let's see how it goes.

And what I find with the great salespeople, it's just the opposite.

The longer they're in sales, the more time they spend preparing, the more time they plan and do research about the account,

think it through, come up with a solution, anticipate obstacles, understand the people that

we're talking to and what they care about.

That's what we're going to be talking about today.

And when you've been in sales for quite a

while, you tend to think that's all gone. The good part is you know what to work on. You know

what is most likely going to happen. And you can kind of anticipate them and hopefully prevent

bad things from happening. I think you're really going

to enjoy this episode. I did. And some of the things that you should get out of it, I'll sum it up at

the end. I don't want to be a spoiler here because it's so good to hear this and see it work

and to see other salespeople admire it because the people that

you hear on the show have come highly recommended by their peers people who have worked with them

and have seen their success and who have helped them hey jacqueline thanks for joining us today

is a way of getting started gives a little background on yourself.

Hi, Brian.

Yes.

So I'm here in the UK.

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