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... . Rewrite the questions and answers until you get something natural and workable. I also recommend recording the rehearsal or at least having a notepad handy. When you ask a question or raise an issue in a way that feels comfortable, you'll want to go back and polish and memorize it. The purpose of rehearsal is not to turn you into a spontaneous speaker, but to make your well-chosen and rehearsed words seem spontaneous. Sounding spontaneous is a matter of careful preparation. 4. Practice with purpose: "Practice without improvement is ... like to offer four tips for making your rehearsal and role-playing pay off. In doing this, I'd quote from some people who, professionally speaking, lived and died by the value of their practice: 1. Just do it "It takes a lot of unspectacular preparation to produce spectacular results." Roger Staubach, former NFL quarterback The first tip for making rehearsing pay off as a salesperson is to commit to doing it on a regular basis. There's no substitute for going over;aloud and with someone else; your likely ... much more powerful your meeting with a prospect would be if, for example, you had researched the company and knew that it had concerns about risk management. Let's say that you even took the next step: identified the incumbent agency and found that it has a relatively weak risk-management program; particularly compared to the outstanding, aggressive program your agency offers. Now, imagine how much stronger this sales meeting would be if you spent some time rehearsing every way you could think of to discuss risk management, and if you had developed ...

... be suspicious of the establishment. When something goes wrong, it's easy to blame the government, your parents, or society — but a bit harder to find the flaws in yourself. The same is true for producers of all types. Whether young or old, polished or rough, successful or struggling, few people really take responsibility for their own development. That's why they need coaches. Coaching/Mentoring The purpose of a coach/mentor is to help producers take responsibility for their own development. There's a proverb: " ... One comes in the form of evaluating the past and developing a score based on the critical factors that the two of you have decided upon. The other type is about now and the future — a developmental process that leads to discussion and plans of action. To prepare for your coaching session, establish your objective for the meeting. What are you going to focus on: Activity, behavior, skills, or results? What has happened since your last meeting that will allow you to offer genuine, positive feedback? What are ... specific areas in which you believe there's room for improvement? How do you expect the producer will respond to your suggestion? Begin by establishing rapport, and then state your purpose for the meeting. Next, encourage your producer to start off with their perceptions, and follow with yours. Discuss what you feel has been done well and what areas need improvement. Ask the producer what they would like to happen in that area, what the obstacles are, and how the producer expects to overcome them. Have the producer lay out ...