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The Top Costly Assumptions That Can Destroy a Selling Opportunity

Article Theme: The Top Costly Assumptions That Can Destroy a Selling Opportunity

An article by Keith Rosen about The Top Costly Assumptions That Can Destroy a Selling Opportunity

The Top Costly Assumptions That Can Destroy a Selling Opportunity

1. When meeting with a prospect, do you assume the objective of the meeting is to get the sale (next appointment, submit a proposal, etc.)?

2. When moving your sales process forward (appointment, proposal, demo, etc.) do you assume that the prospect is in fact, even qualified or a fit for your service/product?

3. When sending out collateral material, do you assume the materials contain the information that the prospect wants or needs? (What information are they looking for?)

4. When speaking with a prospect, do you assume that you had permission to follow up with them and the time/day to do so?

5. Do you assume how the prospect wants to be contacted when following up and the frequency of follow ups? (Ex: phone, email, mobile phone, etc.)

6. Do you assume that your prospect is the only decision maker (or is even a decision maker at all)?

7. Do you assume the process by which each prospect makes a purchasing decision?

8. Do you assume that the information in your proposal is the length, format and information the prospect is looking for? (How do you determine what information to put into your proposal if you use one?)

9. When speaking with a prospect or delivering a presentation, do you assume what’s most important to them based on what YOU think is important or the most common features and benefits of your product or service?

10. Do you assume that, just because a prospect doesn’t return your calls or did not contact you again after your conversations with them, they bought from someone else, aren’t interested or are not going to buy from you?

11. Do you assume that your product is a commodity?

12. Do you assume that all of your customers and prospects are the same (Ex. Only concerned about price)?

13. Do you assume that the lowest price will always win the sale?

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Keith Rosen, MCC - The Executive Sales Coach

Keith Rosen is the preferred, authentic coach that top executives and sales professionals in many of the world's leading companies call first. As a prominent, engaging speaker, Master Coach and well-known author of many books and articles, Keith is one of the foremost authorities on assisting people in achieving positive, measurable change in their attitude, in their behavior and in their results. Keith's articles can be found in Selling Power Magazine and has appeared in feature stories in The New York Times, The Washington Times, Inc. Magazine, Sales and Marketing Management's Ultimate Motivation Guide with Stephen Covey and The Wall Street Journal. For his work as a pioneer in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country.

To speak with Keith about personalized, one to one or team coaching or training or to receive his free ezine,
call 1-888- 262-2450, e-mail info(at)ProfitBuilders.com or visit www.ProfitBuilders.com.

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