Why You Should Never Assume When Selling #529

Why You Should Never Assume When Selling 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. You’ve probably heard that the problem with assuming is it makes an ass, assumption that a sentence is going to end one way, and instead ends another way. The same is true when you assume you know what prospects want, before allowing them to actually tell you. That’s a big no-no! Our sage Lao Tzu has much to say about this. Why we should never assume when selling, that’s the topic for today. Today’s Chapter: Never Assume The Master Seller makes no assumptions, letting prospects voice their wants and needs. Neither do they argue. Those who argue are not good. Rehearsed sellers aren’t always the best. Not all unrehearsed sellers are bad. The Master Sellers does not hoard. The more they help others, the more they benefit themselves. The more they give to others, the more they get for themselves. The Master Seller always works with their prospects, setting aside assumptions to focus on what’s best for them. Today’s Story Chris and Pat joined the new prospect at the table. Chris took the lead in the conversation with Lee. Pat had heard some grumblings about Chris being pushy and assuming with prospects. Pat wanted to get an unfiltered first-hand view. Toward the beginning, Lee shared a challenge the business faced. Chris stopped the conversation to share solutions and products that were certain to solve Lee’s problems. Pat was skeptical. Lee too! “Let’s slow this down,” said Pat. “I have a few questions for Lee.” The interruption caught Chris off guard! Pat asked Lee more questions and after an hour it was clear what Lee needed. Pat and Chris couldn’t provide a solution. They all shook hands and parted goodbye. 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 needs. Lee needs a solution we don’t have. Now we’ve been thinking about adding it. 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 Not assuming a prospect’s desires is a strength, but knowing what’s good for them? That’s a weakness. So too, is the act of taking for granted and presuming, because that instills weakness. Great sellers know the cure is to find solutions that match the prospect’s needs. Great sellers know prospects are unique like snowflakes, each with struggles and frustrations. Assuming all prospects are alike is dangerous territory. Lao Tzu wrote, “True words are not beautiful; beautiful words are not true. Those who are good do not argue; those who argue are not good. Those who know are not learned; the learned do not know. The sage does not hoard. The more he helps others, the more he benefits himself.” (TTC ) Stop assuming you know what’s best for your customers until you have an open conversation. It’s not until they share will you know how to help. The more you help, the more you will help yourself. It’s a paradox. I know! But it’s also true. Good News Click here to share some Good News! Habanero Media Network Listen to our other podcasts at Habanero Media This is the Cannabis Advocate Podcast 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 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 This is a production of Habanero Media Got a Question? Something about today’s episode got you thinking? Do you have a question or a comment you’d like share? If so “babble me” an email here , or if you can’t wait chat Pat now. Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it. Listening Options You can find us on: Spotify iTunes Stitcher Player FM Spreaker The SalesBabble.com website click the player above on this page! The post Why You Should Never Assume When Selling appeared first on Sales Babble Podcast .

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Why You Should Never Assume When Selling #529 is an episode from Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching by Pat Helmers: Sales Trainer, Sales Consultant, Sales Coach, Podcast Host.

This episode is 11:19 long.

This episode was published on May 14, 2024.

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