Are you approaching buyers with a flawed set of beliefs? Here are the assumptions that are hurting your sales.
Assuming you'll have more than one sales call
When you finally get time with a buyer, don't make the mistake of thinking there will be a second call. Assuming you'll get more time later leads to a bad first impression and a messy and unfocused sales call. Always assume the first call is all you will get, and make sure your message is to the point, solution focused, and clear. If you always approach selling as an ongoing "I'll clarify later" ordeal, you'll lose clients to much more focused marketers.
Assuming your company mission matters to buyers
Don't assume your company's goals or values matter one bit to buyers. Buyers aren't there to learn about your corporate philosophy, they're there to understand what problems you can solve for them. Your company mission may be great, but save that conversation for after you've closed the deal. Keep your message focused on what unique solutions you can provide.
Doug Weaver, CEO of Upstream Group, speaks to iMedia's Bethany Simpson about the biggest assumptions marketers are making to their peril, and how we should be shifting our outlook on certain beliefs.