“Be Prepared.” That’s the Boy Scout motto, and I’ve spoken about it before. So many sales are lost not because the customer doesn’t want to buy, but because the salesperson isn’t prepared to sell. Every salesperson THINKS that they’re prepared to sell – but few actually walk through the steps and define what it takes to make a sale happen. Worse, too many salespeople are the first to pump the brakes on the sales process. The customers should always be the first to pump the brakes. Being prepared isn’t applying artificial pressure; it’s simply moving at the customer’s pace.