Edit ModuleShow Tags

The sin of sales assumption


Published:

Does this happen to your salespeople?

Prospect says, “This looks really good.  I can’t imagine why we would not do business. There’s an excellent chance we will do business together.”  The salesperson assumes, “Closed deal!”

Prospect says, “I never expected your price to be so high!.”
The salesperson assumes, “I’ll have to discount my price otherwise I won’t close this deal.”

Prospect reveals, “We were hoping for a shorter delivery time.”
The salesperson thinks, “I’ll have to push this through as a rush order to get this sale.”

In each scenario, the salesperson’s thinking might seem to be making sense – but is it? Or is the salesperson committing the all too common sales crime of “assuming?”  Or worse, trying to read the mind of their prospect? 

In the first scenario, what does an "excellent chance" mean?  When will the prospect stop thinking about it and take action?

Was the second scenario prospect’s comment really a request for a price discount to do business? Or was it actually a tactic prospects use to test the waters to see if they can get salespeople to lower their price? 

Was the last prospect comment actually looking for a shorter delivery time a demand – or a hope?  There is no way to know without asking questions and frankly too many salespeople do more telling and assuming than asking.

When a prospect uses words or phrases that are vague and/or unclear,  stop assuming and ask for an explanation. Don’t jump to assumptions.  Ask for and get the facts.

Edit Module
Gary Harvey

Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or gary.harvey@sandler.com.

 

Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

Avoid implementing new technology the old way

Technology includes far more than servers and networks. Web technology, analytics, mobile strategy and security have changed the landscape for good. Here's what makes for a truly effective IT department.

CEOs: You'd better watch your language

We often get hung up in business because we don’t get on the same page regarding language and definitions. If you’re a surgeon and are told to take out that gelatinous red thing, do you remove the liver, heart or gall bladder? Precision counts.

Mazda's latest SUV: The devil's in the details

If I were in the market for a smaller, mid-sized SUV this would definitely be on my shopping list. What bugs me is that Mazda could easily fix the little things wrong for not a lot of money, and they should.
Edit ModuleShow Tags

Thanks for contributing to our community-- please keep your comments in good taste and appropriate for our business professional readers.

Add your comment: