Never Assume in Sales

Beware of the assumptions trap. You'd be hard-pressed to find a group of people

more prone to making unsubstantiated assumptions than sales professionals. We see a

house, a car, or an unkempt yard, and we instantly

write an entire script in our heads. Because we believe these stories,

we end up selling to the person we created, not to the flesh and blood

individual sitting across from us at the kitchen table. Successful salespeople do the opposite of

assume. Instead, they go all in on every sales call starting

when they first arrive at the appointment. A successful sales rep never prejudges,