Sellers who spend time and effort in seeing deals accurately develop a sense of better planning their wins. That’s because they look for where things can be broken and try strengthening those first before taking a full swing at the deal. Observation Quotient is a vital aspect of every seller. Know what to look for when looking at people, at opportunity and at yourself objectively. And then learn how to fill in those gaps and move the ball forward.

Rainmakers observe deals differently. They keep their focus on their path, as opposed to obstacles. Like water and gravity, they find the quickest path to money.