January 4, 2002, Newsletter Issue #35: VISION
Tip of the Week
Assume the sale.
When you walk into a prospect’s office, you have the ability to ‘visualize’ the outcome of the meeting. If you have done your planning and preparation well, then you already believe that your product or service will solve a problem, answer a need, or provide some benefit to your prospect. What many fail to do is to ‘visualize’ the outcome of the meeting. If you can ‘visualize’ the meeting running smoothly, each step falling into place, etc., then you will be more likely to have a productive communication with your prospect. In sales we call that "Assuming the Sale".
To learn more about how to ‘Assume The Sale’, visit the related Selling-Tip by clicking here:
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