Selling your products or services is hard work, so why make it difficult by missing out the little things. Getting it right first time means that you will achieve that sale quicker leaving you to crack on and sell more, and probably make more profit. Let me give you three examples of what I mean by the little things.

I regularly accompany sales people as part of their training and personal development. On one occasion I went with a sales person to their first meeting with a big prospect. The meeting went well. The sales person didn’t ask all the right questions, but the prospect made it easy for them by volunteering all the information they needed such as who they should meet to discuss bidding for a regular contract.

Great stuff you might think, so what was the little thing the sales person got wrong? Continue reading →