In sales, a sure sign of difficulty is when a sales rep believes he or she understands the market and prospects so well, that he starts making assumptions. Instead of being in alignment with the prospect, the sales rep basically tries to forego a required step in the sales process. It is not unlike going to the doctor with a sore throat, and having the doctor not even look at you, but start writing a prescription for an antibiotic because “everyone I have seen today has this same thing.” We wouldn’t stand for such treatment, an automatic diagnosis, and our prospects are the same way. We have to talk to each one…there is no way you can make an automatic diagnosis in sales, either.
Good sales people develop the prospect by asking questions. Only by asking questions, even if you know the answers already, can you help the prospect buy.
No user commented in " Why You Should Not Assume Anything in Sales "