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What is your client thinking?

Updated: Feb 16, 2023

By Mark Blezard


Testing and challenging the assumptions of your prospects is essential. It is why we spend so much time qualifying new customers to fully understand their needs.


However, it is often overlooked when a client jumps in too soon and tries to buy from you early into the meeting. Very tempting, yes, grab that order and run?


But what if their assumption of your service is wrong? What if you mis-sell them something that doesn't serve them well? What if you miss a bigger order because their perspective of their requirements was somewhat undercooked?


Testing and challenging assumptions is a hard, trainable skill. In our skills assessment tools, we define it as:

1) Understanding the implications of a customer assumption during the sales process

2) Probing and questioning identified assumptions with the customer to gain clarity


Sales training and sales skills assessments by Mark Blezard
What your prospect thinks about you might be different to what you expected

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