Want to know what will do the most to increase the odds ofsuccess on your next sales presentation?

Do you think it's to:

Research the prospect to understand their situation ascompletely as possible?

Make sure you have reviewed all of your solutions to ensure youcan speak effectively to the needs addressed by each?

Practice your sales conversation to make sure you are on top ofyour game?

Double check to make sure the conversation will not focus on youtelling your story, but will instead focus on your ability toimprove the story of the prospect?

Yeah, every one of these is critically important and willimprove your odds for success; however, the one thing youcan do to most improve your odds for success has nothing to do withthe prospect with whom you are about to meet, or even the salesconversation you will be taking to them.

The one thing you can do to most improve your odds for successin your next prospect meeting is to put five more opportunitiesinto your pipeline before you go.

Having a full pipeline of prospects is one of your greatestsources of confidence, and nothing will make you more attractive toyour upcoming opportunity than confidence.

We all know that the more you need something, the less likelyyou are to get it. Desperation is not attractive.

If your pipeline is inadequate, it leads to desperation,increases the likelihood of failure, and puts up unimaginablebarriers to success for the few opportunities you do have. However,when your pipeline is full, you can focus on the positives of yourcircumstances instead of the negatives.

When you are focused on positives, you further increase yourconfidence, become more passionate, and you expect to win.

And, guess what happens when you add a positive perspective,confidence and the expectation of winning to the four bullet pointslisted above? Yep, you win.

Bonus idea to fill that pipeline

One of the most powerful ways to fill your pipeline with prospects and closemore business is through referrals—if you know how to do it.

The truth is, most referral requests fail because the work isleft to the client, who's too busy to do it.

Here's how to avoid this mistake.

List out the clients who love you most—your raving fans.

Next, for each raving fan, make two additional lists, labeled Aand B.

“A” lists all the great things you've done for each client,which is a source of continued confidence reminding you that you'veearned referrals.

“B” is a list of other companies within their circle ofinfluence; companies you'd like to do business with. Find these byexploring their LinkedIn connections, business neighbors,non-profit boards, customers, vendors, industry groups, etc.

With the hard work of identifying introduction opportunitiesalready done for them, all the client needs to do is make thecall.

Game on!