Enough with the Assumptions. It’s Time to Ask Questions!

juliaroberts

Sorry, I just assumed….Enough with the Assumptions.   It’s Time to Ask Questions!

Do you remember that classic scene in Pretty Woman whereby Julia Roberts show up at the spendy Beverly Hills boutique dressed as a hooker and the woman won’t help her? She assumes she has no money, right? Of course, she comes back dressed as a lady and exclaims “mistake, big mistake.”

And, here’s the issue: I think we are all sometimes guilty of making erroneous assumptions. We size up our prospect’s bank accounts and assume they can’t afford us. Or, we believe a company won’t investment that much money in training. Or, we don’t even ask for the sale because we just assume it won’t work. STOP!

Stop #assuming and start asking when it comes to #sales Click To Tweet

There is no selling if there are no questions. ASK your prospects their pain; ask them their budget, ask them if your solution meets their needs.

If you have presented your opportunity well, prospects will extend their budgets or borrow the funds to make it work. Remember: who are you to control their bank account?

Over the years I’ve learned that everyone determines her own save/splurge scenario. I might invest in technology (or wine!), but refuse to pay big bucks for shoes.

Don’t assume prospects can’t afford you; who are you to control their bank account? Click To Tweet

Here’s the bottom line: stop assuming. Keep telling yourself that mantra and let’s see the surprising results.

Share your comments below.

5 Comments
  1. Today’s message invokes the memory of my first design client. I was working at a small interior design studio and happened to answer a phone call from a potential client inquiring about our services. I had a lovely conversation with her and wrote down all the necessary information to set up a client/designer interview. When I turned the information over to the manager, she immediately rejected them on the basis of their last name and city of residence. I meekly asked if I could take the interview, which was agreed upon with a “Good Luck with that!” attitude.

    Of course the clients were fabulous to work with and spent $140,000 on their home over the next eight months.

    • Thanks for sharing this story, Diane. It’s just another example of you never know…

  2. This was a great blog, Liz! Thank you! I am definitely going to STOP ASSUMING right now!!

    Nikki Taplin

  3. Of course I wrote the blog because I’ve been guilty too; now, I stop myself. Thanks, Nikki.

  4. Great Blog Liz! Loved the reminder to ASK instead of assuming. Useful lesson not just in business, but personally as well! Thanks, Sarita P.S. – That “Big Mistake” scene from Pretty Woman movie is one of my favorites!

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