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

---

Create a Magic Connection with Clients, Leads, and Business Associates Part II

Part I of this article explored how strategies of Neuro-Linguistic... Read More

Stop Talking - Start Selling

Selling is not talking. It's listening. You may have heard... Read More

Lead Companies, Eight Features To Consider

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

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Tips for Increasing Your Profits with Gift Certificates

Offering gift certificates is an excellent way of increasing sales... Read More

Flea Marketing Lessons

A few days ago, I was signing copies of my... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

The Biggest Mistake In Selling!

Some trainers and sales managers teach that there are prospects... Read More

How To Make The Most Out of a Business Networking Event

You're not alone. Most people are uncomfortable walking into a... Read More

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with... Read More

Writing Effective Sales Messages

A sales letter is a document designed to generate sales.... Read More

Five Deadly Sales Letter Mistakes

To be effective your sales letter must be opened, read,... Read More

Are You REALLY Listening?

Being a good listener requires more than just keeping quiet... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of... Read More

Sealing The Deal Over The Business Meal

Doing business over meals is a ritual that has existed... Read More

Do You Know When You Are Being Sold To?

Britney Spears has recently caused controversy with suggestions that the... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

Cold Calling Pressure Reduction

Who likes cold calling? Most salespeople don't like cold calling,... Read More

Stop Screwing Up Your Sales Letter

"Sales Letter"... that's your web site's sales page. The page... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

The History of Sales: Dale Carnegie is Still with Us

I've recently been hearing sales companies talk about how they... Read More

Aamazing Tips To Increase Your Sales

1. When you make your first sale, follow-up with the... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

Doomed Before You Dial?

Several weeks ago, I conducted a "Mastering the Cold Call"... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky,... Read More

10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More