Controlling Your Success #5 – Your Customer Paradigm

Every time we are about to meet a new customer, we get an idea in our minds about how that encounter will play out. We do this subconsiously. We instantly size up our customers and we play out the whole interaction in our mind. Before we’ve even spoken to them, we feel as if we have a good idea about whether or not a sale is a good possibility. These judgments are automatic, but I want to be clear, they ARE NOT reliable or accurate.

You don’t know the buyer’s story. Some that you think will never buy may actually be a very hot prospect. And someone you think is a sure thing could be a dud. You don’t get to know for sure. But if your going to presume something about this new customer then here’s a tip: presume they WILL buy You have a much greater chance of making the sale if you assume from the very start that they want what you’ve got.