I am often surprised by how frequently salespeople forget to allocate time on their calendars to prepare for meetings. For important meetings, salespeople should allocate this time well in advance of the conversation. This goes back to the importance of time management and your system for allocating preparation time for the meeting. A simple review of your calendar the week before can enable you to allocate planning time for upcoming meetings. Monday mornings and Friday afternoons are great times to plan for customer meetings because these are the times when most customers do not want to see salespeople.
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