Sales Tip #600 From The Sales Doctor
Stop Assuming!
I walked into an auto parts store (no names, please) to purchase an air compressor that would be powerful enough to inflate a car tire.
After being greeted with the proverbial, “Can I help you?” I asked where I would find the air compressors. He immediately told me they were all out.
As I began to leave, a young man behind the desk asked me what I needed it for, and I told him just to inflate a car tire.
He responded, “at the end of aisle three, on the right.” As I walked down the aisle, the other gentlemen said, “I thought you were looking for the larger air compressors.”
We all know what happens when we assume.
Stop reacting to what I refer to as customer sound bites. It still boils down to active listening and asking questions!
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