Preparation BE ON TIME: It requires no talent to not be late. Look the part: You never get a second chance to make a first impression. Keep your car clean: Your vehicle is essentially your office, keep it clean and presentable. That mess WILL affect your mentality. Charge your iPad: Having a working iPad is required for this job. Make sure it’s always charged for the day and ready to work. Clean product samples: Your product samples are often going to be the first impression of what the client is expecting to be installed in their home. “Luck is what happens when preparation meets opportunity” — Roman philosopher Seneca Be mentally prepared Below are some examples of buyers resistance statements. 1. We are not doing anything today. 2. We are not looking to do anything until next year. 3. You are the first one out. 4. We just started this process. 5. We are in no rush at all. 6. We are going to do our due diligence. 7. Just so you know, we are getting multiple bids. 8. The only reason we made the appointment is because we got tackled by your people at Home Depot. 9. We just need a price, not a presentation. 10. We don’t have much time. Can we hurry? 11. We tried canceling this appointment. 12. WE ARE NOT BUYING ANYTHING TODAY!!! We must respond to these comments with poise and understanding. Never push back on these comments. Agree with them, understand them, let them roll off your back, execute a masterful presentation and watch these comments dissolve away and be forgotten about. Client: “We really aren’t in a position to do anything soon, so we just really need a ballpark, we don’t want to waste your time” Rep: “Absolutely, of course. To help make this go as quickly as possible, I just have a few questions to ask you and go over some notes, then I’ll take a look at the workspace, show you a couple things and get on my way, sound good?”