When interacting with a prospect, never assume anything, not expressly made evident. Instead of misreading between the lines, allow the prospect to guide you. Be careful of assumptive statements, such as the following. Let’s say you’re talking with someone who represents a cosmetics firm. Saying things like, “Well, I assume all your clients are women,” would be a mistake, and could lead the prospect to lose their confidence in you as a person.
Always make sure to ask what the person means, if you are unsure. Ask questions “like a dummy,” if need be. Say things like, “Could you help me understand that a little better?” or, “Can you tell me a little more about that?” or, “You’re telling me this, because…” This last example is key; ask leading questions. Leave statements open ended, and the prospect will naturally fill the blank space, to avoid an awkward silence.
Even using single words, with a leading tone can be effective. For example, “Like…,” “So…” “Meaning…” Again, it is human nature to want to fill this blank space, so they will. Ultimately, instead of assuming, and making incorrect assumptions about a prospect, ASK QUESTIONS!! And if you don’t have any more questions to ask, lead them to fill the blank space with the tone of your voice, like….
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Assumptions are a great way to make your prospect lose confidence when things go downhill in a confused mess. “But I thought…” is a bad place to be in, as a salesperson. Funny enough, I think with the whole “politically correct” movement that more people our age will be less likely to assume things about their prospects. Maybe?