One thing prospects quickly notice and grow to admire is a representative who dots the “i's” and crosses the “t's.” When you pay attention to both the big things and the little details, they quickly come to see that you are a person on whom they can depend. Don't ever let the big picture overwhelm your vision of success.
ACTION ITEM
Make yourself a card that says: “Who? What? When? Where? Why? and How much?” Pull it out anytime you want to test something to see if it is clear and complete.
The United States military is one of the most reliable organizations in the world. They run tests on anything and everything they do. Before running missions or engaging in any activity, they always try to answer the following questions: Who? What? When? Where? Why? and How much? These six questions give them a fairly complete idea of the task at hand. You can use them to provide the pertinent information you need when dealing with your prospects. Ask them before you start any project or assignment. Remember, you will never fail by giving too much attention to detail.