Assumptions kill deals

You’re at a bar on a date.

You order two beers for $13 and pay with a $20.

The waitstaff don’t bring back the change, assuming it’s a tip.

It’s not a big deal, but you thought it would've been appropriate if they had.

You don't want to be "that person", so you don't say anything. You let it slide. 

But, it's ticked you off.

Enough to make you feel weird about it, but not enough to get you upset.

Although, it was enough for you to remember the moment, the bar and that particular waiter or waitress.

You never speak of it again, nor does the waiter/waitress ever know you were annoyed.

Life goes on. 

These things happen a trillion times a day. Tiny little assumptions, that have a negative effect on people.

I call it the “avoidable negative assumption zone”. 

In sales, these assumptions happen a lot. It's normal. 

However, as people, it's in our best interest to avoid them.  

Usually very small and insignificant, but other times, they can be major. 

These assumptions can lose you a deal, upset a client or put you on the wrong footing with a hiring manager. 

The key avoidance tool? Ask better questions.

Sales people kill deals daily from making assumptions. I've done it and I'm sure you have too.

And it's not just sales people...

Job seekers can make our break an interview process by making negative assumptions. Hiring managers hate them. I have not received job offers after I've made them, I know a lot of people who have been in the same boat. 

If you’re cold calling prospects/hiring managers this week, you have a finite amount of time to get information out of them and convince them that you’re a good fit for the role. 

The best way to do this?

Ask them leading questions about the role and relate them back to your experience. Done right, you should end the call with a follow up or more formalized interview. 

I’ve added a list of questions below that I would appreciate from a candidate who is cold calling me about a potential role. They're very SDR specific, but they can be chopped and changed for your specific target role. 

Weave them into your script and pitch and good luck: 

No one likes cold calls: "Hey, no one likes cold calls. But I'm calling about the SDR role you keep advertising. Care to give me 3min?" (Confident, but apologetic in tone)

Pain pattern interrupt: "If you could fill the role tomorrow. How much of a burden would that take off your hands?" (Inquisitive tone)

Knowledge of the space: “Many SDR roles are different, where would you place this between the intersection of sales and marketing?” (Firm tone)

Metrics for success: “KPIs are a part of every role, but how do you measure success in this SDR role?" (Understanding tone)

Tech forward: “After looking at your website, I see you’re using (technology A) in your workflow management, but it’s not in the JD, how important of a skill is it to have? What other tools aren’t in the JD that are important to you?” (Confident tone) 

Honesty: “I’m new to the SaaS industry, but I’m not new to sales, what’s your appetite for hiring people from other industries?” (Curious tone)

Strategy: “I’d be keen to show you my strategy, I think we’ve got some synergies. Would you be interested in bringing me in for an interview?” (Confident tone)

Drop the assumptions, ask better questions, getter better jobs, close more deals.