English
ΕλληνικαThere are times that we get in the middle of an awkward situation. Such as when we’re making a call to customer while we are not prepared for it. We didn’t have the time to make our homework, so we lack info that would allow us to conduct a fruitful meeting. Not willing do appear ignorant or dumb, we are too shy to ask for the necessary data we need. So, we make assumptions. And doing so, we are putting another hurdle in front of us.
That happens to me when I enter a meeting being late or delayed. With high stress levels, I forget the basics. Like, when I pose a question, I will get an answer. It might not be the answer I am looking for, but it is a step that allow me another question, and then another, ’till i get to the answer I want.
True case: Being with a costumer at this office, after a prolonged silence from this part, he stands up and leaves the room, without saying a word.
. My mind was racing with all possible expectations about the reason why he behaved like that. I make assumptions like « the guy doesn’t like we» or «he doesn’t care about what I’m selling. These assumptions might be true, might non be true. The fact is that the costumer suddenly left the room. Why bother your mind then, since you do not really know the reason he behaved like that?
Do you want to know? Ask him, when he returns. In my case, he had to make an urgent payment. There could have been a family emergency or something else, that has nothing to do with you.
What is the proper way to pose a question? With a simple, non criticizing voice and with a tone that shows that you’re only asking for information. Stay to the facts with a neutral tone of voice.
If you continue to make assumptions, you might cause:
- Become a source of stress and tension
- Loose time and energy
- Create misunderstandings
- Miss strong opportunities for more sales
- Lessen your trust to yourself and create self- doughts
- Driven to an offer of the wrong service/product.
- Create hurdles where there are not.
I hope I make you understand that when we make assumptions, it is not food for business. So stop making them, even outside your work, in your personal time. You do have personal time and relationships, doesn’t you? I think you do.
I challenge you from now on to start thinking every time and realize when you’re making an assumption about something without actually having a knowledge about it. And then, do the right thing. Ask a question about it.
Making questions is simple but not always easy. Find the courage to overcome the fear and simply ask.
Stopping the assumption is a habit, and as such, it can be leaved. Needs rehearsals.
Needs, repeating your own steps from the first the initial thought. The initial thought. The more you train, the easier.
It will be.
As an extra help, there are three questions you must never forget to ask a customer:
- Where you want to be?
- Why you are not where you want to be today?
- What’s stopping you?
And then…………happy selling
Thanos Alafogiannis
