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Home::Sales

The Prejudging Predicament

Author : Jim Meisenheimer

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.

http://ezinearticles.com/members/mem_pics/Jim-Meisenheimer_194.jpg" border="0" alt="EzineArticles Expert Author Jim Meisenheimer">

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/">http://www.meisenheimer.com

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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. ...

Prejudge?
right? I have written about this pre-judgment predicament several years ago and thought I'd share it again, especially since I have so many new subscribers. You know there's a direct correlation between experience and prejudging. ...

Bill Maher’s Religulous
And we talk to a number of Muslim people and you hear me saying that I think when they talk amongst each other they’re more honest about the predicament of their religion, but they won’t say it to a stranger. ...

book review: kenny & the dragon, by tony diterlizzi
even if all you have time for is a bit of discussion, your students will surely be able to enjoy the story, identify with kenny's predicament, and get to the root of the idea of not prejudging someone - and what could happen if you do. ...

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few people going through a messy divorce in mid-life would blame their own parents for their predicament. neither would a business owner betrayed by a trusted partner normally think in those terms. a person who loses his job every five ...

prejudging is as stupid as you make it.
hypocrites, the world over, even myself.this world revolves around first impressions, and that's dandy, but the real "predicament" is everyone acts on it. even myself, i'll admit it. it's like, s...

Guy Fawkes' blog of parliamentary plots, rumours and conspiracy ...
He's saying some stuff about learning lessons, doing a proper investigation, child safety, sending in someone from outside Haringay, not prejudging, no conclusions, detailed work, making sure this doesn't happen again, reducing none ...

Letter from Bali: A tragic truth | Gristmill: The environmental ...
To avoid "prejudging" the outcome of the next treaty. In the end they won, finally getting an agreement from the E.U. for a document that will not require an outcome wherein the U.S., or any other country, embraces a goal for eventual ...

please note. chief wiggles main website has moved ...
i lost interest in both of them, prejudging that they were just there to make a quick buck, disappointed in their motives and tired of the continual barrage of people pretending to help their country by selling me something. ...

expect the unexpected
... doing their jobs so joyfully, i couldn't help but laugh at myself for prejudging my experience. we parted like friends and i can't help but hope that one day i'll be in the same predicament and just have to go back and see them again.

 


 

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