Kill the Assumption Gnomes –Farquharson/Tedesco

Imagine having a gnome sit on your shoulder and whisper negative thoughts into your ear. All day long, you’d hear comments that would keep you from doing good things and urge you to do bad things. He’d tell you why it won’t work, why you’re wasting your time and urge you to just quit. Everything he tells you is worse than a lie. They’re all assumptions. Actually, you don’t really need to imagine this “Assumption Gnome” scenario.

He’s already there, talking to you. And what’s worse, you’re listening. You’re buying in. He’s on your shoulder now, as a matter of fact. Take a moment and see for yourself. No? You can’t see him? OK, let’s do a little test…

Give this question some thought: What is the worst day of the week to make a sales call? Think about your answer before continuing to read this column. Which day of the week stands out as the one that you believe to be futile to even try making a sale. Think. Did you hear that? The answer you just came up with (most likely: Friday) wasn’t your doing. It wasn’t your thought.

No Bad Day for Selling

It was your Assumption Gnome telling you that no one wants to hear from you on a Friday because everyone is already gone or, at a minimum, thinking about the weekend and has no interest in you. Don’t bother, he tells you, before adding, “and Mondays are out, too. People are just getting their week started and probably don’t want to be interrupted.”

Here’s the sad truth: The Assumption Gnome has just cost you 40 percent of the work week. By listening to him and readily believing everything he says, you were convinced to not even try. You didn’t need voice mail to defeat you. He beat you to it.

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."
T.J. Tedesco is a sales growth, business strategy, marketing and PR consultant operating at the intersection of clear vision, compelling content and effective outreach practices. For nearly two decades, T.J. has been an independent consultant and sales growth team leader. Previously, he sold commercial printing, graphic arts machinery and supplies, and finishing and bindery services. T.J. helps North American companies with content development, Web and print design leadership, nurture marketing programs, sales coaching, sales team alignment and business strategy. Since 1996, T.J. has worked with more than 100 clients on retainer, 80 percent in the graphic arts industry. T.J. is author of "Win Top-of-Mind Positioning," "Playbook for Selling Success in the Graphic Arts Industry," "Fire! How Marketing Got Hot," "Direct Mail Pal" and four more books published by PIA. He can be reached at (301) 404-2244 or
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