What Assumptions are You Making?

A conversation with a colleague reminded me just how often sales professionals make some type of assumption about their prospect or customer.

I recall watching an interaction between a sales rep and one of his customers and this rep constantly tried to anticipate what his customer was going to say. As a result, he frequently finished his customer’s sentences. Unfortunately, his assumptions were wrong and he seldom accurately assessed his customer’s thoughts. I could see his customer’s frustration increase as the conversation continued but it never dawned on this sales rep that his assumptions were wrong. The sales call ended with, “Thanks, we’ll let you know.”

This affliction tends to strike seasoned sales people because they have heard other customers and prospects make similar comments in the past. So, they interject and finish the other person’s statement or sentence. They think it is being helpful, but more often than not, it’s an annoyance.

Everyone makes assumptions from time-to-time. However, this can be a fatal sales mistake. If you make the wrong assumption (which is likely) you limit your ability to move the sales process forward.

Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at his website. For information on his programs contact him at 905-633-7750 or by email.

Comments

[Peter (Sales DNA) UK]

We see this a lot. Generally it is a sign of complacency.

Sales people can get to the stage where they have "heard it all before". The next afliction after this is "I don't need to listen to answers" syndrome.