Page 50 - Never Fly Solo

CHAIR FLYING | 23
the bad weather and hostile fire that are a necessary part of
business, you’ll be on your way to earning your wings. You’ll
be mission ready no matter what circumstances come your
way—and your wingmen will be enthusiastic partners.

WALDO’S WINGTIP

How do you prepare for your business missions?

• Are you chair flying your sales calls to ensure success?
• Do you practice different delivery styles and opening/
closing statements?
• Do you have planned answers to standard sales
objections?
• Are you gathering intelligence on your prospect and
your competitors?
• Do you envision success in your mind before executing
your new strategy?

Chair flying builds confidence as it reduces your fear of
failure and gives you more courage to take risks. So stop
flying by the seat of your pants and start chair flying. Not
only will your clients, coworkers, and managers grow to trust
you, but you’ll also build more trust in the most important
wingman in your life: you.