Assessing versus Assuming
Assess OR Assume…you can’t do both.
And the only way you know which one you are currently doing is…drumroll, please…you are asking questions with only ONE of them: Assessing. Assessing means asking questions, not knowing and looking for evidence, but asking in order to know.
Asking questions is a skill. Every sales professional needs to see it as a skill to develop FOREVER because the customer buying process changes, the marketplace evolves, and the desire and ability to learn more and do more improves.
Now, go ask some questions.
oxo,
Jody
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