Over the past three and a half years, I have been exposed to my fair share of sales hoopla. As someone who doesn’t work in sales day in and day out, I am blessed with an objective perspective when it comes to judging the qualities that make for a great salesperson. The one quality I have seen among all successful salespeople within our company is their general lack of assumptions.
We’ve all been on the poor end of an avoidable situation if it weren’t for those pesky assumptions we made going in. Successful salespeople don’t make assumptions, they set expectations. Without set expectations, the lines remain too grey. You won’t be sure when your next meeting will take place or when the contract will be sent over. And as we all know, a week or two can make a big difference in hitting your sales goals.
Something I have noticed over the years is that our salespeople are clear on their expectations from their very first conversation with a prospective client, from how long they expect their call to take to outlining what they plan on discussing. Both the prospective client and salesperson know what to expect from their meeting, thus proving to be a valid use of time for all parties involved.
The key to success is to skip the assumptions. As you work your way through the sales process, stay aware of your expectations and the expectations of your prospective client – this will ensure that if in fact they become a client, there will be no misunderstandings about the partnership.