Let me tell you what our research says are the three hallmarks of the world's best salespeople.

They sell themselves first.  So whether you're in the business of IT, whether you're in the business of healthcare, or whether you're in the automotive business, when you are in front of a prospect or a customer you're selling yourself.  You're selling yourself both as a source of ideas, solutions, and intellectual capital.  You're selling yourself as a portal into what the rest of your organization has to offer, but you are the individual that the customer is going to interface with.  So when you sell yourself, what are you selling?  We're going to talk a lot about that this afternoon.

The second thing that great sales folks do is they sell their organization.

The third thing they do is they sell their products and services, because we're in an age where increasing the products and services are being commoditized.  There is very little tangible differences between produces and services, so it's you and the company you represent that give others the confidence, the security, the comfort or the inspiration to deal with you.  Does that make sense?  Okay. 

Have you ever been into a meeting immediately after a meeting that didn't go the way you wanted it to go and have you noticed the next meeting now doesn't go the way you want it to go, and you have now created what I call negative momentum, whereas all it takes to kind of break that momentum and put a firewall in between a bad meeting and the next meeting is to get into the mental emotional and physical zone.  So how can you get into the mental zone?  What do you need to listen to?  What do you need to read?  So you get your brain in gear before you get into the presentation emotionally.  Go back to one of those triumphant moments.