Whether you are selling over the phone or face to face, the way you present yourself is just as important as what you're saying.  Are you speaking slowly and annunciating?  If you are on a cell phone, do you have clear reception?  If you are emailing a prospect, are you proofreading your emails thoroughly to make sure you haven't missed even the most minor of errors? Are you spelling/saying your prospect's name correctly? (with my name I fall victim to name mutilation on a daily basis). If you've set an appointment with a client, are you sure to plan accordingly so you are a few minutes early for your meeting?  When ending a call or face-to-face appointment, are you thanking the prospect for their time and setting the next appointment? Do you send follow up notes to say thank you?

In 21^st century sales we are all moving at such a fast pace that we sometimes overlook these small details. And unfortunately this is where many deals are lost or won. Imagine how mispronouncing or forgetting a client's name can change that person's perception of you. No matter how great your sales presentation was or how extensive your product knowledge, when you make this misstep, with what to that person is the sweetest sounding word in the English language, you lose all credibility. On the other hand just think how your client may perceive a simple thank you note or birthday card. That will leave a positive impression.

What is important to remember is in today's competitive world your prospects and customers are watching every move you make. Don't respond fast enough to a phone call because you didn't check your voice mail - strike against you. Smiled and greeted the receptionist politely - check in your favor. Late to your meeting again . . . two strikes. Remember the names of your prospects kids . . . check. Always give a little more than you have to . . . two checks. Forgot to proofread and spell check your proposal documents . . . strike!

In sales the little things count more than the big things. However, if you can incorporate these ever important little things with all the big things you do so well, you're sure to improve your sales performance and, just as important, leave a very positive impression on your clients. 

Three Power Principles for Making the Little Things Count

 1.     Develop a Commitment to Excellence: When we let the little things slip it is because we let down our guard and allow our discipline to wane. Top Sales Professionals realize that, in sales, the game always comes right down to the buzzer and they maintain their self discipline and commitment to excellence until the game has been won.

2.     Get Organized: Lack of organization is a key contributor to small mistakes. If you are not organized stop what you are doing and find a system that works. Then implement that system. Take time each week to reorganize and remove clutter from your office, computer and calendar. Review your calendar and to do list each evening before you go to bed so that you are prepared to focus on your top priorities the next morning.

3.     The Golden Rule: Perhaps the best tool we have for staying focused on the little things is to remember the Golden Rule. Do unto others as you would have them do unto you. With the Golden rule as your guide you will always remember that the little things count.

Mackenzie Silverio is the Senior Director, Ticket Sales and Marketing, for the 16-time World

Champion Boston Celtics, and is considered one of the top sales leaders in the National Basketball

Association.