‘7 Assumptions Salespeople Should Never Make’ – ‘Entrepreneur’ Blog
Frank Visgatis says, “One of my favorite Mark Twain quotes is: “It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.”
Buying behavior continues to change at warp speed. Business-to-business (B2B) vendor actions and reactions crawl at a glacial pace. It’s not clear to me how many vendors refuse to recognize changes or just don’t know how to respond — or both. They seem sure their old selling approaches will still work.
I’ve identified at least seven bad assumptions that sellers continue to make.
1. Website leads equal top-line revenue.
For vendors selling complex big-ticket items, website leads remind me of the bingo cards from trade shows. Traditionally, vendors had visitors fill out bingo cards with contact information before getting whatever they had to offer — mouse pads, Nerf balls, key chains, etc“.
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