Theres a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. Do not put labels on people. All purchasing agents expect . . . Dont assume you know anything if you havent ask any questions. Dont assume your customers all have similar needs i.e. to save money and time. If you have a dictionary grab it now. First, look up the word impossible and cross it out. Obliterate it from your dictionary. Nothing is impossible without your consent. Next, look up the word prejudge. To prejudge means to judge before hand, prematurely, and without all the facts. From a customers perspective, imagine how they feel when you jump to conclusions about their company, challenges, and concerns. Instead of assuming all customers and prospects are similar, find out what makes them different. Asking questions uncovers more than basic needs, it reveals what is unique about the different people you call on. Once you
know whats unique you can zero in on whats best for them based on what they said, not what you assumed. Get the picture? Avoid prejudging Goals
Desires
Budgets
Priorities
Problems
Challenges
Decision criteria
Decision process Making assumptions makes you look and sound pathetic. Asking provocative questions makes you look and sound professional. If youre asking really good questions you should hear your customers Thats a good question. If youre not hearing that compliment often it means youre not asking really good questions. HELLO! When you prejudge, you misjudge. |
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