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Sales Tip - '90% of Life Is Just Showing Up'

Woody Allen's quote might be accurate about life, but for successful salespeople, it takes more than 10% for everything else including preparation.

I like Yogi Berra's quote better: "Baseball is 90% mental, the other half is physical."

If success comes 90% from being face-to-face with your prospects and clients -- in other words, "showing up" -- the other half is being prepared once you show up.

Research the client's website, Facebook pages, and other social media sites. Search for the client's product to see if ads come up for the client or competitors. Use RAB research on www.rab.com to learn about the client's industry.

Prepare questions to ask the advertiser that are informed and professional. You'll get better answers to your questions and those will help you uncover true marketing objectives on which the advertiser will be happy to spend money to achieve.

Source: John Potter, SVP/Professional Development, RAB