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Eastwooding Is Good for Sales - And Here's Why

I was inspired by what he was doing. I want to bring ‘Eastwooding’ into the sales field.

Did you catch Clint Eastwood’s conversation with an empty chair at the recent 2012 Republican convention? During his short speech, he talked to an invisible Obama about what was wrong with American politics.

Within minutes, Twitter was flooded with photos that people took of themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread offline as voters around the country proclaimed Monday as “National Empty Chair Day” instead of  “Labor Day.”

The truth is, many people thought that Clint Eastwood was off his rocker when he gave this rambling speech. He may have been, but that’s not my job to say.

Instead I was inspired by what he was doing. I want to bring ‘Eastwooding’ into the sales field. In fact, I’d recommend that all sellers do it before they:

  • Make an important phone call.
  • Go out to meet with a prospective client.
  • Give a presentation to a group.
  • Negotiate a contract.

Why? There’s no better way for sellers to practice what they say before they have to do it in real time. Sales role playing (or Eastwooding!) is the best way to discover if what you say makes sense, if you create any stumbling blocks, what questions you’ll be asked and how to best respond to them.

Question: How do you prepare for important sales meetings? Share now!

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More Stories By Jill Konrath

Jill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She loves to work on tough sales challenges, big issues and unsolvable problems. Her first book, Selling to Big Companies, was hailed as an "instant classic." Fortune selected it as a "must read" and it's been an Amazon Top 25 sales book for 4+ years. Her newest book, SNAP Selling, was just released to rave reviews. She also writes a popular blog and publishes a leading newsletter. As an in-demand speaker an annual sales meetings and conferences, Jill helps sellers crack into new accounts, speed up sales cycles and win more business. Her clients include IBM, Microsoft, Hilton, Accenture, 3M and Staples. Her expertise is frequently published in top business media such as ABC News, Success, Inc., WSJ Start-Up Journal, Entrepreneur, New York Times, Business Journal, Selling Power and Sales & Marketing Management.

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