What are you doing right? What are you doing wrong?

What worked and what didn't. One sales rep says: "After making each sales presentation, I write down what I did right and wrong - why I made the sale or why I didn't make the sale." Try it! Don't make the same mistakes over and over. If you've been selling using the same approach and things are going fairly well - but could be better - shake it up! It's time to try something new. It could simply be a question you haven't tried before. "Mr. Prospect, you probably have a number of sales people calling on you all the time. And, you're wondering what I'm going to tell you that makes my company different. My question is, What do you want to hear that my company is offering that you're not getting now?