Kill the Assumption Gnomes –Farquharson/Tedesco
The Assumption Gnome needs to be stopped. He needs to die or be taught to whisper positive assumptions instead. That way, instead of believing the worst, you have positive thoughts and make positive assumptions. How? Let's look at a few common situations and see where to make changes.
As we all know, Assumption Gnomes are illiterate, so you'll have to teach yours to change by speaking to him. Only through repetition can change be affected:
• You leave a voice mail message for a prospect and as you hang up, you hear, "Don't call again, you'll only make them angry. If they want something, they'll call you." Silly Gnome. The next time this happens, say out loud, "I have products and services that bring tremendous value to my customers. This prospect is waiting to hear from me and hopes that I call again."
Fact: 90 percent of the time, print salespeople leave only one message and never call again. Making this positive assumption and calling a second time will differentiate you from nine out of 10 of your competitors <> just like that.
• You deliver an order and the customer says to you, "T.J., I don't know what we'd do without you. You are a valued vendor. Thanks!" As you are pulling away from the client's office, your Assumption Gnome says, "Man! Those people LOVE you! You're the best there is. You're the king of the world. Expect to see a statue in the lobby within a week."
Um, Gnome? This isn't 1982. We are only as good as the last job we shipped and, while this one might have gone well, it is now in the past and the reset button has been hit. As such, you need to tell yourself, "I cannot get complacent and believe my own press. I need to continue to earn my client's business as if I might lose it at any moment." Making this assumption keeps you on your toes and acknowledges the sad truth that all relationships are temporary.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.