We know we should not rely on assumptions, but.

For most salespeople, the longer they sell, the better they get. However, there is one area where experience and longevity can work against us. Those of us who have been doing it for a while tend to believe we know more than we do. In other words, we rely on assumptions.

Reliance upon assumptions is something that all salespeople struggle to avoid because it is hard to recognize assumptions. One way to determine if you are relying upon an assumption is to listen to yourself when you think or talk about your customers and opportunities. For example, have you ever caught yourself thinking or saying any of the following phrases? If you have, you may be relying on assumptions.

• I think
• I believe
• I guess
• I suppose
• I imagine
• I would say

Don't be blinded by assumptions! Listen for these phrases when you think about your customer situations and challenge those beliefs.

For help challenging your assumptions, enroll in our upcoming Persuasive Sales course.