A Salesperson’s Worst Foe

Assumption: Something accepted as accurate without proof.

Without proof - powerful words.

All salespeople make assumptions, but what separates the most successful ones is that they ask questions and challenge their assumptions.

Tips to keep from relying on assumptions:

• Ask yourself, how do I know this?
• If a prospect says something that you do not understand, ask questions.
• Listen
• Question what you believe to be true
• Prospects and customers appreciate questions. Don’t let the fear of a negative response keep you from asking questions. You won’t look dumb.
• Take a deep breath; it will help you remain calm and think.
• Become comfortable with the fact that you do not know everything.

One assumption is always safe to make, and that is that you do not have the complete picture.