Listening and asking questions of your prospect, whether for a sale or a job, is crucial for getting what you want. This past week I was witness to many errors included in a presentation.

Listing of Errors:

1.  Not conveying what a requested meeting would be about, but instead putting guilt on the intended party

2.  Lack of etiquette by not waiting for the prospect to arrive before ordering coffee

3.  When you invite someone for coffee you are obligated to pay

4.  Launching into a script before thanking the prospect for coming

5.  Using a script assuming all is true of the prospect - NEVER assume anything and NEVER use a script!

6.  Did not allow the prospect to ask questions or reply to comments made

7.  Annoyance conveyed that the prospect was not interested

8.  Seller scuttled out quickly without ever having thanked the prospect for their time

Scripts should never be used because no two people every think identically.  They also are based on assumptions that frequently are incorrect. Etiquette, taking the time to build relationships and asking questions of and about your prospect is what brings about not only one-time sales but repeat business, referrals and testimonials.  These are the keys to "Nice Girls DO Get the Sale: Relationship Building That Gets Results" - and a very Smooth Sale!

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