During your preparation for a solicitation meeting write down a simple visualization statement such as “We will have a meaningful gift discussion that will here provide fulfillment to all parties.” A visualization statement that requires a gift, a signature on a dotted line, puts pressure on you. Give your visualization statement some thought and keep it positive. Think about world class athletes and performers who take a moment before they go on stage or to the starting line, close their eyes, and see themselves succeeding. There’s a reason they do it.
A former colleague taught me to play an inspiring piece of music right before important meetings. Some of my own favorites include: Also Sprach Zarathustra (from 2001 – A Space Odyssey), O Fortuna (from Carmina Burana), Scotland The Brave (on bagpipes), and the theme from Rocky.