Have ever gotten tongue tied or been at a loss for words when talking about your business or prospecting somebody? This is probably a dumb question because at some time or another this has happened to us all.
One of the easiest ways to get in the right mindset and prevent this from occurring is to prepare as if you were the CEO or one of the top producers. For this to actually work it needs to be somebody that you have a certain degree of familiarity with. You do not need to know them personally, but maybe you've listened to their training material over and over, maybe you've read their autobiography or maybe you've heard them speak at corporate events several times. Yes this may sound odd but try it and you will find a couple things happening.
What happens is that when you are in unknown territory and your mind is searching for what to say or do you typically default back to your own knowledge and experiences which obviously do not contain the right answer because they are what got you to the unknown territory .
When you maintain the mindset of "what would the CEO do," you will find yourself instantly remembering the advice they have on stage, in the training material or book in which you got to be familiar with them.
Before long you will find that their words will become your own because in having used them they are now a part of your own base of knowledge and experience.
And one more tip on the topic of modeling after others. Are you also willing to model their commitment? Let me make that a bit more clear: are you willing to put your credit on the line for the company, products and opportunity? I assure you that your CEO and top income earners are!