While You're Waiting in the Lobby

The next time you visit a customer, take advantage of the time you spend sitting in the lobby to think about the following:

• What do you want to accomplish in the meeting?
• What would stop you from achieving it?
• How will you overcome those obstacles?

Spending a few minutes thinking (instead of checking e-mails on your smart phone) sharpens focus and improves performance. And it's an easy way to make smarter sales calls.