Tellwise Making Assumptions

No More Assumptions

Original post from Joanne Black:

How to Tell the Difference Between a Hot Lead and a Dud:
Assumptions are dangerous in sales. When you assume a deal is in the bag just because you had a great first meeting with a prospect, you get lazy about follow-up. If you assume that you uncovered all of the prospect’s needs, you also assume:

  • The prospect understands the full impact your solution could have on his business.
  • The prospect has decision-making authority.
  • You know and understand the approval process.
  • The prospect understands your pricing.

Don’t make assumptions about your prospects. You could lose them that way. Instead, think about ways you could improve your sales process moving forward.

Where are your blind spots?

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