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Sales Assumptions That Are Just Plain Wrong #444
I’m assuming you’ve decided to listen to this episode to grow your sales skills. I’m also assuming it’s based on my babbling and some musings I have on an ancient Chinese philosopher. But I shouldn’t make that assumption. We should never over assume because we’re often wrong! Let’s explore this idea today about sales assumptions that are just plain wrong.
Today’s Chapter: The Perils of Assumption
Not assuming a prospect’s desires
is strength.
Knowing what’s good for them
is weak.
Taking for granted and presuming
instills weakness
Awake, the Master Seller knows the cure
Is finding solutions that match needs
Fully conscious
They know prospects are as unique as snowflakes
Each with their own individual struggles and frustrations.
Today’s Story
Chris and Pat sat at the table with Lee, a new prospect in a new territory, with Chris taking the lead on the conversation. Pat had heard some grumblings about Chris being a bit pushy and assuming. Pat wanted to get an unfiltered first hand view. Towards the beginning Lee shared one challenge they faced and soon Chris immediately started sharing solutions and products that were sure to solve Lee’s problems. Pat was skeptical. Lee too!
“Let’s slow this down Chris”, said Pat “I have a few questions for Lee.” Chris was caught off guard by the interruption and looked it! Pat continued to ask Lee more questions and after an hour it was clear that what Lee needed, Pat and Chris couldn’t provide. They all shook hands and parted goodbyes.
After the call Chris was angry “Why did you interrupt me? I think we could have closed Lee!”. “True” said Pat “but that’s not what Lee really needs. Lee needs a solution we’ve been thinking about adding. But as of now, we don’t have it. It would have been unethical to sell Lee on something that doesn’t help their organization. We should never presume we know what’s best for our clients. IT’s for them to tell us what they need. We are only guides, with a narrow set of answers
Take Action Quote
On February 16th, 1973 the actor Tony Randall shared a line on the “The Odd Couple” a television show based on the play by Neil Simon. Felix Unger, the character played by Randall, was in a courtroom scene cross examining witness who said she “just assumed” and Felix in response quickly wrote on a chalkboard the word ASSUME and said
“Never Assume because if you do you make an Ass out of U and Me”
This is a case where television makes a generational cliche that becomes an eternal proverb. You’re probably familiar with this quote. It’s also true in sales! Let’s stop knowing what’s best for our customers until we have an open conversation. Never assume you know what’s good for them
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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