Avoiding the Assumption Trap in Sales: Key Strategy for Success
“We Do Not See Things as They Are, We See Things as We Are.”
Anais Nin
Assumptions can significantly impact relationships, both personal and professional. Assumptions about other people and what they want or don’t want can wreak havoc on your relationships. In the sales world, making assumptions can lead to missed opportunities and strained client relationships.
An assumption is accepting something as true without question or proof. While making assumptions is easy, convenient, quick, and often unconscious, it’s also a trap.
Here are three common sales scenarios where assumptions can cause issues:
1. Assuming You Know What They Want:
If you assume that you know what they want or where they are in the sales cycle, then you start asking questions and giving information that may not fit with where they are at. To the customer, it will feel like you are trying to ‘sell’ them, instead of helping them to buy. This approach makes you appear pushy, missing a shared starting point for the conversation.
2. Assuming Clients Know What They Want:
Assuming clients know what they want is almost always wrong. Part of being successful at building software is observing the places where if they are wrong and change their mind, ... Never assume clients know what they want, always be prepared for them to change their minds. This misstep can lead to misalignment and project failures.
3. Assuming They Don’t Want You to Call:
Another assumption is thinking clients will reach out when they have questions. Picking up the phone can sometimes feel uncomfortable. You don't want to bug or stalk them. And when they have questions, they'll call, right? – Wrong! This leads to missed opportunities to engage and support your clients proactively.
To avoid these traps and ensure you are fully aware of someone else’s objectives, consider these seven strategies:
1. Ask Clarifying Questions:
Asking questions can expand your knowledge and help you learn about the people you are interacting with. It provides clarification and prevents incorrect assumptions. Always seek to understand their needs and perspectives.
2. Establish a Common Starting Point:
Ensure you understand the problem and its relevance to the person you are speaking with. If there is no clear connection, ask questions to find a common denominator to start the conversation on the right foot.
3. Ask for More Information:
Gathering facts can prevent you from falling prey to assumptions. While it’s essential to avoid analysis paralysis, replacing assumptions with facts is crucial for making informed decisions.
4. Ask Why:
Embrace the curiosity of a child who endlessly asks “why.” This approach should be encouraged in business as it leads to a deeper understanding and can reveal that initial assumptions were incorrect.
5. Challenge Yourself:
Seek out multiple opinions about key assumptions for critical decisions. Foster a questioning environment where all stakeholders are encouraged to challenge assumptions constructively.
6. Be the Devil’s Advocate:
Purposefully change your assumptions and replace them with negative ones to see how the outcome looks from a different perspective. This can help you identify potential flaws and areas for improvement.
7. Openly Identify Inconsistencies:
Honesty, openness, and directness are essential traits to avoid falling into the assumption trap. Acknowledging and addressing inconsistencies openly can lead to more robust solutions and better client relationships.
Assumptions can derail even the best-laid plans, especially in sales. By being mindful of these traps and adopting strategies to challenge and verify your assumptions, you can build stronger relationships with your clients and achieve greater success in your sales efforts. Remember, always seek clarity, ask questions, and be open to new information to navigate the complexities of sales effectively.
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Photo by Anne Gosewehr