Kill the Assumption Gnomes –Farquharson/Tedesco
"When I start the prospecting process, I will be pleasantly persistent. The next call I make is the one that gets me the appointment. If not, it's probably going to be the one after that."
Assumptions are deal-killers. They are negative messages delivered in quiet whispers that, for some reason, we believe and harp on. Worse, we buy into them willingly and accept them unconditionally. Think about that. We accept negative thoughts without questioning their validity.
Why is it so easy to believe the worst and so hard to approach sales thinking the best? Your fastest way out of this cycle is to question the assumptions you are making and change them to a positive message. Only then will the Assumption Gnome be defeated, die and never return. Probably. PI
—Bill Farquharson, T.J. Tedesco
About the Authors
Bill Farquharson is the president of Aspire For (www.AspireFor.com). His Sales Challenge can help drive your sales momentum. Contact him at (781) 934-7036 or e-mail email@example.com. T.J. Tedesco is team leader of Grow Sales, a 15-year-old marketing and PR services company. He is author of "Playbook for Selling Success in the Graphic Arts Industry" and five other books. Contact Tedesco at (301) 294-9900 or e-mail firstname.lastname@example.org.
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 email@example.com 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.