As Easy as 1-2-3 Sales calls are simple when you know what to do before, during and after.

Life is complicated enough--why make it more difficult when it comes to the sales process? I don't claim to have all the answers or one magic method; there's never just one way. Over time, though, I've found some simple strategies that make calls smoother and improve your chances of closing the deal. These three steps can be done before, during and after each call to increase your closing ratio.

1. Prepare: Mental preparation is the key to a great sales call. What result do you project in your mind's eye before the call? What do you want to accomplish? Have you played out the call in your mind beforehand? It really works. Many top athletes do the same thing.