Making Sales ASSumptions Can Cost You

in Sales Tips

If you make assumptions about a prospect before you speak with them–unless they are positive–it can cost you big time.

Likewise, if you assume you know what someone is thinking, without finding out for sure, that can cause you to fail.

In this brief video tip I share some thoughts and suggestions on sales assumptions, and how to not fall victim to them.

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{ 5 comments… read them below or add one }

Richard Benchimol November 15, 2016 at 7:01 am

Thanks for the reminder Art. I try not to fall into this trap, sometimes it helps to hear it again.I try to follow this not just in sales but in life. Thanks again.
Richard Benchimol
Leads Indeed http://www.leadsindeed.com

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Skip Savage November 15, 2016 at 11:01 am

I know what you’re thinking, Art.

You’re thinking, “I put all this effort in my videos, but where are the comments?”

Am I right?

Actually, thanks to this video I know now I shouldn’t assume what you’re thinking.

Thanks for the tip and especially the the story of the call-back to the highly qualified prospect who sounded at first like a complete write-off.

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Greg November 17, 2016 at 12:12 am

Hi Art,
the one that also causes trouble is the unspecified word.
Prospect says they want “good service” and the sales person does not find out what “good service” is, they ASSUME they know. Good service to prospect A might be totally different to good service for prospect B and if you dont know that as a sales person you focus on the wrong things.

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Arthur December 16, 2016 at 2:36 pm

Thanks a lot for an insightful presentation, Art!

Indeed, that’s why it is important to have no assumptions and ask questions to qualify the prospect.

What do you think?

Cheers from Amsterdam,
Arthur

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Caroline Cronk January 6, 2017 at 8:00 am

If you make assumptions about your prospects, it can hurt your ability to close the sale. By having preconceived expectations, you’re less likely to listen to what the prospect wants. This causes a sequence of events that ultimately prevents them from buying your product or service.

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