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”How our assumptions hold us back.”

We make assumptions every day of our lives, about how things are going to be.

We make assumptions every day of our lives, about how we think things are or how we want things to be. In sales, our assumptions often keep us from asking the tough, clarifying questions that need to be asked. Noticing your assumptions and asking that next, clarifying question will help you (and your prospect) get more useful, truthful information. Not to mention, it will have you wasting less time on "hot" prospects that really aren't so hot.

Have you ever made these assumptions when talking with a prospect about new business? Assuming early on that...

You can help them and are the best fit to solve their problem.
They are really interested in solving their problem and understand what is costs them.
The person you’re talking to is the ultimate decision maker.
They fully understand what you can do for them and how your approach is different
Because they are open to talk to you, they are motivated and ready to make a change (with you).
You would want to work with these people.

“Just because someone is open to talking to you does not mean they will buy from you – or from anyone. Don’t confuse openness with a compelling reason to change.” Bill Caskey, Same Game, New Rules

As you are having conversations with new prospects and also with existing clients about new opportunities, think about what you know and what you don’t know. Notice any assumptions you might be making. Take a risk and ask that next question that you’re thinking but might be afraid to ask. The more you ask, and the less you assume, the more control you will have, and the more truthful and revealing information you will receive. In the end, you will close more new business and waste less time.

Question: What is the one assumption you are most guilty of making when talking with prospects or clients about new business?

Tuesday, May 01, 2007 | Permalink | Comments (0)

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”How our assumptions hold us back.”

Question: What is the one assumption you are most guilty of making when talking with prospects or clients about new business?