- The discipline to make your calls.
- A sense of optimism.
- Determination.
- A commitment for a first meeting.
- A compelling reason your dream client should change.
- Value.
- A status quo that is losing its hold.
- Confidence.
- A competitive spirit.
- Receptive and engaged stakeholders.
- Stakeholders with influence.
- Someone with authority and a pen.
- The ability to invest in a solution.
- Meetings.
- Proof that you have business acumen.
- Proof that you have situational knowledge.
- Follow up skills.
- Even more meetings.
- Resourcefulness and creativity.
- A solution that will produce results.
- A compelling story about change.
- Proof.
- A justification for your price.
- The ability to execute.
- A willingness to lead change.
- An excellent sense of humor.
- A team to support you.
- A willingness to be held accountable.
- The trust of the stakeholders making a decision.
- A non-disclosure agreement.
- A statement of work.
- A contract.
- Language that results in someone with authority attaching their signature to said contract.
- The ability to negotiate.
Written and edited by human brains and human hands.
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.