The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects.

Do not put labels on people. "All purchasing agents expect . . ."

Don't assume you know anything if you haven't ask any questions.

Don't assume your customers all have similar needs i.e. to save money and time.

If you have a dictionary ? grab it now. First, look up the word impossible and cross it out. Obliterate it from your dictionary. Nothing is impossible without your consent. Next, look up the word prejudge.

To prejudge means to judge before hand, prematurely, and without all the facts.

From a customer's perspective, imagine how they feel when you jump to conclusions about their company, challenges, and concerns.

Instead of assuming all customers and prospects are similar, find out what makes them different. Asking questions uncovers more than basic needs, it reveals what is unique about the different people you call on. Once you
know what's unique you can zero in on what's best for them based on what they said, not what you assumed. Get the picture?

Avoid prejudging ?

Goals
Desires
Budgets
Priorities
Problems
Challenges
Decision criteria
Decision process

Making assumptions makes you look and sound pathetic.

Asking provocative questions makes you look and sound professional. If you're asking really good questions ? you should hear your customers "That's a good question." If you're not hearing that compliment often it means you're not asking really good questions. HELLO!

When you prejudge, you misjudge.

Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com

In The News:

Pets and Real Estate Sales  The New York Times
Gun sales continue to boom during the pandemic  bigcountrynewsconnection.com
Why Women Are the Future of B2B Sales  Harvard Business Review
How Sales Data Can Help Non-Sales Teams  Harvard Business Review

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on... Read More

Three Big Ol Tips for Better Sales Letters

Growing up in the South, I used the phrase "big... Read More

Your Clients Buying What Youre Selling

Linda felt like she had reached a plateau in her... Read More

Sell More: How to Get Motivated Buyers To Call You First

How many sales opportunities have you lost to competitors who... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in... Read More

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to... Read More

Psychological Tricks in Selling

----------------------------------------------------------Permission is granted for the below article to forward,reprint, distribute,... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Mortgage Leads, Choosing the Best Option

When it comes to buying mortgage leads, there are many... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

Selling for Beginners

Speak to almost any self employed professional and most of... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

Know What You Are Selling As If You Were Buying It

Recently I wanted a new lawn mower as we have... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Customer Service Revival

Value is in the Eye of the BeholderSales today is... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More