10 top sales slip-ups

6 of 10

Preparing too much

Preparing too much

Being prepared doesn't mean following a script, which will make you seem wooden and dull.

Rehearse the sales call in your mind and imagine the various scenarios. When the big moment arrives, you will improvise naturally and instinctively, like a jazz musician navigating tricky chord changes.

NEXT: Treating customers as adults

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Last updated September 24 2008: 7:37 AM ET

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