The graveyard of lost sales is filled with assumptions that sales people make about their buyers. Where do we form these assumptions? Usually they are created in our minds, based on past experiences we have had with other clients. Assumptions are not based on reality.

Our experiences in the past have no impact on the way your buyer wants to purchase from you at this moment.

Always challenge your assumptions about the buyer. Share your thoughts when you think you know something about them. Most likely, you will find out how wrong your assumptions were. Find out if your assumptions are correct, or better yet, don’t make any in the first place.

The only time that is real is right now. This is the only moment we can take action to create our future. Stay in the moment a maximize you opportunity to be effective right now and you will create the success that you desire

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