How do you correct false assumptions in sales?

2 Why do false assumptions occur?

False assumptions occur for various reasons, but they often reflect your prospect's fears, doubts, or concerns. They may be trying to protect themselves from making a bad decision, avoid change, or justify their status quo. They may also have a different perspective, preference, or priority than you do. Sometimes, false assumptions are simply a result of lack of knowledge or information.

As a salesperson, your job is not to judge or criticize your prospect's false assumptions, but to understand and empathize with them. By doing so, you can build rapport, trust, and credibility, and show your prospect that you care about their situation and goals.

4 How do you address false assumptions in sales?

Addressing false assumptions in sales requires tact, skill, and patience. Instead of arguing with your prospect or making them feel stupid, you want to educate them, persuade them, and align with them. To do so, it's important to acknowledge and validate your prospect's false assumption. Show them that you respect their opinion and appreciate their feedback. Additionally, reframe and restate their false assumption in a positive or neutral way. Use words that imply possibility, opportunity, or benefit. Furthermore, provide evidence and examples to correct their false assumption. Use facts, data, testimonials, case studies, or demonstrations to prove your point and show your value proposition. Finally, confirm and reinforce your prospect's understanding and agreement. Ask them if they have any questions or objections, and if they are satisfied with your explanation and evidence. By following these steps, you can address your prospect's false assumption in a respectful, credible, and persuasive way to move them closer to a positive decision.

6 How do you improve your skills in correcting false assumptions in sales?

Correcting false assumptions in sales is a skill that can be learned and improved with practice and feedback. To enhance your skills in this area, you should review past sales interactions to identify false assumptions, outcomes, and areas for improvement. Additionally, seek feedback from a manager, mentor, or peers. Role-play and simulate different scenarios with false assumptions in sales to practice your responses and techniques. Moreover, learn from the best practices of other successful salespeople by reading books, articles, blogs, podcasts, or videos on how to correct false assumptions. By following these steps, you can improve your skills in correcting false assumptions in sales and boost your confidence in overcoming sales objections.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?