Visualization involves imagining yourself participating in an exercise and realizing a positive outcome. Professional athletes and successful salespeople use visualization to help them prepare for an upcoming event or meeting.
They envision the process from Step 1 through to its conclusion. Along the way they “practice” what they will say and do, thereby helping to memorize their steps and dialogue. Just as important, because they visualize a positive outcome, they become charged up and more confident.
Another advantage I’ve found is that I think of new questions or points to consider. As I prepare for my meeting, I research the firm and generate a number of comments and questions. Prior to the meeting, I use visualization to “walk” myself through the discussion. I envision saying and asking certain things, and the prospect responding in a particular manner.