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_{With our planning complete, we are now ready to prepare for the call. Remember, planning is stuff we do prior to the call, whereas preparation is being ready to perform at the call. A state of readiness begins by arriving on time, which means being 10 to 15 minutes early. This gives you time to mentally and physically prepare. Preparation includes not only checking your personal hygiene (fix your hair, check yourself out, look good) but your corporate hygiene as well. Corporate hygiene is not something we put much thought into. It means having the appropriate tools with you to conduct business at the call. It includes having a professional carrying case or briefcase stocked with product manuals, company literature, calculator, price list, professional notepad, and perhaps a laptop. All these corporate items contribute to the overall impression you make on your customer. Remember, the Sequential Model says that you are engineering customer commitment (closing) beginning with Step #1. Anything you do, say, display, or not display will either enhance or erode the sale. You cannot afford to sabotage your credibility through the use of cheap, unprofessional tools that contradict your objectives as a sales entrepreneur. Get rid of the 99¢ Bic pen and the $1.50 notepad that communicates, "I'm not really serious." Sweat the details. Most people can't distinguish between a $1,000 suit or a $450 one, but they can see the difference between a good pen or a cheap one. Don't let the 99¢ Bic be your signature.}

_{What about your personal identity package? For years experts have reminded us of the tremendous impact image communicates. Your wardrobe—your business attire—speaks volumes before you speak. People buy you with their eyes within ten seconds. Appropriate apparel and impeccable grooming demonstrate respect for yourself and for your customer. They communicate authority and exemplify your commitment to perform to the high standards of a sales entrepreneur. Dress violations such as wearing white socks with a suit, a too-short tie ,or having a run in your stockings can be very distracting to your customer. Neutralize your appearance so that the focus is on you and your message. Don't draw their attention away by wearing something that speaks louder than you. You must make sure that nothing you say or display distracts from the call. You can't aim too high in the pursuit of personal and corporate hygiene. A winning combination of the two will certainly put you at an advantage and exceed the expectations of others. A footnote regarding the importance of image: Naked people have made little impression in this world. Look good, feel good, be good.}

_{For a sales entrepreneur the highest of personal and professional standards should prevail. Planning and preparation will complement your commitment to excellence, as the standards you set will reflect the rewards you get.}