Transcript: Hi guys, it’s Ben Lai from Sales Ethos. Today I’m going to give you a single piece of advice that will help you for the rest of your sales career. And that is to never assume. Why is assuming so deadly for sales people? The reason is that when we make assumptions, we are imagining what the circumstances are for our customers and our potential customers. These excuses allow us to not pick up the phone. Instead we will substitute it with emails or some other non-sales activities.
Never Assume: The Excuses We Make
I’m sure you can all relate to thinking this way, “They’re probably getting ready for the day,” this is early in the morning. Or at lunch time, “They’re probably having lunch, so I don’t want to disturb them.” Or, if it’s getting closer to the end of the day, “Oh, it’s getting close to 5:00, they’re probably winding down and getting ready to go home.” These are all assumptions that will prevent you from doing the necessary sales activities.
Now, I am yet to see any convincing research or evidence that shows that there’s a particularly good time of the day to call people. Out of all of the research studies and all of the data that I’ve looked at, and from my own experience, there’s no particular time of day. If they’re constantly busy, they’re going to be constantly busy, so just make the call anyway and don’t make an assumption.
Offer for Sales Managers
Now I’m just going to take this opportunity to invite you, if you’re a sales manager or any kind of manager to whom sales people report to, to connect with me for a complimentary consultation. And what we will do during that consultation is we’re going to explore your number one challenge that you’re facing with your sales team. I will offer you as much advice and knowledge as I can during that initial meeting.
In exchange for this, what we will also do is explore potential ways to work together. No obligation to engage with me on a formal basis. Just an exploration, and just a way for me to add some value to your business and to you as a manager. Feel free to connect with me on the details below, and I look forward to seeing you.
Never Assume: Conclusion
Now to wrap it up there, don’t forget to like and subscribe. Leave a comment below if you also subscribe to the never assume mantra. Remember that integrity plus skills equals success.