Here’s how you know if you’re making assumptions: You go in, you talk to somebody and then you give a presentation. And then you find out after all said and done, they got a silent partner that they need to run it by. You made an assumption you were in front of the person making […]
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Here’s a secret for you… The only way you’ll know what a prospect is thinking is when they open their mouth and tell you what they’re thinking. And the only way you will know what they’re thinking is to get them talking about what they’re thinking… And the only way to get them to talk about […]
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Do NOT make assumptions. Ask good questions! Of course, you’ve heard the old joke about assumptions make an ass out of you and an ass out of me. Salespeople assume answers to questions they don’t even ask. What do they assume? They assume that the prospect needs what they’re selling! Ignorant sales managers will tell […]
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