A Better Sales Assumption to Make
I posted a LinkedIn polling question in mid-February. Did you see it? It read:
“When you don’t hear back from a prospect, what do you tell yourself?”
There were three answers to choose from:
- They aren’t getting my message
- They just aren’t interested
- They don’t recognize my number
By far, the most popular answer was No. 2.
Think about that for a second. There was nothing in the question regarding the length of time this particular prospect has been pursued, but regardless of whether it’s one attempt or 10, choosing to believe they just aren’t interested is an assumption that ends any possibility for sale.
What if you made a different assumption? A better assumption?
What if you added three words to that assumption? Now, instead of “They just aren’t interested,” you are choosing to believe, “They just aren’t interested at this time.”
Make the assumption they will do business with you. Make the assumption it’s just that they are busy on another project. Leave voicemail messages — and especially your final voicemail message — with the belief success is inevitable.
There is no downside to making this, a better, assumption.
My Sales Vault has ideas and answers and challenges to your sales approach. Become an Insider and participate in Time Management workshops, 24/7 sales training, and live meetings with other reps selling what you sell. Go to BillFarquharson.com for more information or call me at 781-934-7036.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.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 BillFarquharson.com.