The Power of Selling, 2010a

will you have to find a parking garage? You don’t want to arrive on time only to get delayed because you
spent twenty minutes driving around in search of a parking spot. It’s a good idea to make a “test” trip in
advance of your meeting. That will help avoid surprises with traffic, parking, security, or other areas that
might cause a delay. If something unavoidable does come up to set you back, make sure you call ahead to
let your customer know you will be arriving late.
Besides the extra time you allow for travel, plan to arrive at the meeting a little early. Not only does this
convey professionalism, but it also gives you the time to mentally prepare once you arrive and to set up
any equipment you’ll be using. It’s a good idea to allow time to stop in the restroom and take one last look
to be sure you’re at your best (and it’s a good time to use a breath mint). Finally, bring something to read
in case you have to wait: a business magazine, a newspaper like the Wall Street Journal, or maybe a
Kindle.
Figure 10.1 Prepresentation Checklist
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