A: Lots of things. Most of us think about what we have to do to get a sale, but have you considered what kind of behavior might cost you that sale? Here’s my Top 10 list of things you shouldn’t do.
Don’t be more than a few minutes late without calling and letting the prospects know you’re going to be late.
Don’t walk across the grass, much less drive on it.
Don’t forget the names of the people you are there to see.
Don’t tell them what they want.
Don’t take your cell phone in the house. That way you can’t answer it.
Don’t ignore the wife, the children, or the dog.
Don’t act like you’re in a hurry and have somewhere else to be.
Don’t have either garlic or alcohol on your breath.
Don’t ask if they mind if you smoke.
Don’t ask for referrals. You haven’t sold them anything yet.
— Phil Rea has conducted more than 13,200 in-home sales calls and trained more than 1,750 salespeople. For more information, call (800) 613-4150.
