{mosimage}It was two days before the biggest presentation of my life to an account that would make half of my quota for the entire year. Feverishly and franticly I was trying to get the remaining pieces in place.

Where had the time gone? I was kicking myself for waiting until the last minute and was now trying to get everything done at once. There were reports that I needed to support the presentation. I also needed samples, images, collateral and a written proposal. Much of this required the help of other people.

I called my manager half demanding and half begging for help. He listened patiently as I went through my laundry list of complaints that the other people on our team didn't have the same sense of urgency as me. Then, calmly and pointedly he asked, “Have you ever heard of the 6 P’s?”, I shook my head no.

“They stand for Poor Preparation and Planning, Projects Poor Performance.”

I was angry and shocked at his not so sublte way of telling me that because of my procrastination and poor planning I was about to fail. I didn’t need a lesson, I needed help! I argued back to justify my position and explained that I was busy with other customers too. “How could he expect me to be all places at all times?"

But because of my failure to plan ahead I eventually lost the account which should have been mine. And my procrastination caused me to alienate my support team with inconvenient, last minute, chaotic demands. I learned a hard lesson and since that day have lived by my own Six P’s: Positive Passionate Preparation, Projects Perfect Performance.

{sidebar id=6}1. Define your Objective: The first and most important step in any complex sale is to define your objective in advance and write it down. Make sure you have clearly communicated your objective to everyone on your team.

2. Define your Step to Success: Outline the action steps you will take to accomplish your objective. Set deadlines for each task. Gain buy-in and commitment from other members of your team. Set aside time on your schedule daily to review your progress.

3. A Little Bit Every Day: Once your Steps to Success are defined and written down - resolve to do a little bit of the work every day.