Q: What could I do to blow a sale?

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.