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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 – Executive Sales Coach, Author and Global Authority on Sales and Leadership

Keith Rosen is fanatical about increasing your sales and helping you achieve what matters most. That's why almost half of the Fortune 1000 Companies and the top companies in six major industries chose Keith’s sales training and management coach training solutions to drive more sales. Keith addresses the specific challenges and objectives unique to your company, then moves beyond traditional training by coaching your salespeople and managers around best practices and best thinking which develops true champions. A globally recognized authority on sales and leadership, Keith is the CEO of Profit Builders, named The Best Sales Training and Coaching Company Worldwide. Keith has written several best sellers on time management, selling, prospecting and leadership coaching, including the widely acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards. Often featured in the media, Inc. magazine and Fast Company named Keith one of the five most influential executive coaches.

To speak with Keith about personalized, one to one or team sales coaching and executive coaching, or his award winning sales training or management coach training programs, call 516-771-1444  or  e-mail info(at)ProfitBuilders.com.

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