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Identify the assumption
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Challenge the assumption
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Confirm the correction
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Here’s what else to consider
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False assumptions can be a major obstacle in sales development. If your prospects have incorrect or outdated information about your product, service, or industry, they might not see the value of your offer or trust your expertise. How do you correct a client's false assumptions without sounding rude, defensive, or arrogant? Here are some tips to help you handle this common sales development objection.
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- Chris Atkie Founder | Sales Leader | Top LinkedIn Sales Voice | Top 12 LinkedIn Certified ProFinder
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- Wayne Sutton
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1 Identify the assumption
The first step is to identify what the false assumption is and how it affects your prospect's decision-making process. You can do this by asking open-ended questions, listening actively, and confirming your understanding. For example, if your prospect says they don't need your solution because they already have a similar one, you can ask: "What are the main features and benefits of your current solution?" "How satisfied are you with its performance and results?" "What are some of the challenges or limitations you face with it?" By identifying the assumption, you can also show your prospect that you care about their situation and needs.
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- Chris Atkie Founder | Sales Leader | Top LinkedIn Sales Voice | Top 12 LinkedIn Certified ProFinder
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Addressing & correcting a client's false assumptions is essential for building trust and fostering productive relationships. Here's how:- Listen Actively: Hear your client out first. Let them express their assumptions without interruption- Clarify Gently: Once they've shared their assumptions, diplomatically clarify any misconceptions. - Provide Evidence: Offer tangible evidence or examples that debunk their assumptions. - Ask Questions: Encourage a two-way conversation by asking open-ended questions. - Highlight Benefits: Emphasize how correcting these assumptions benefits both parties. Tackling false assumptions with professionalism and empathy can lead to more informed decisions and stronger client relationships.
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- Wayne Sutton
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I agree with what Chris Atkie said - true wisdom. Here are some quick thoughts as well:Listen first. Understand where they're coming from.Pick the right time. Maybe correct them one-on-one instead of in a big meeting.Be kind and understanding. Start with "I see where you're coming from..."Show some evidence. Charts, stats, or case studies can be super helpful.Use relatable examples. Stories can make complex things simpler.Ask questions. Get them to think things through without just telling them they're wrong.Compromise if needed. Sometimes, it's about the bigger picture.Give them a recap. An email or document can help clear things up for later.Remember, it's all about understanding and working together!
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2 Challenge the assumption
The next step is to challenge the false assumption with facts, evidence, and stories. You can do this by presenting data, testimonials, case studies, or demonstrations that show how your solution is different, better, or more relevant than what your prospect thinks. For example, if your prospect says they don't have the budget for your solution, you can show them how your solution can save them money, increase their revenue, or reduce their risks in the long run. By challenging the assumption, you can also show your prospect that you are confident and credible in your offer.
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- Wayne Sutton
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First, always start by listening. Saying something like, "Before I weigh in, tell me more about your perspective," sets a cooperative tone. If you see a gap in their understanding, gently introduce your view, perhaps with, "That's a unique take! However, have you thought about it from this angle?" Data can be your best friend here; sharing some relevant statistics or findings can help. Anecdotes can also be persuasive; drawing parallels to similar situations can clarify your point. If you're ever unsure, ask them how they reached their conclusion. And if things still don't align, suggest a blend of both ideas. Remember, keeping it conversational and collaborative is key!
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3 Confirm the correction
The final step is to confirm that your prospect has understood and accepted the correction of their false assumption. You can do this by asking for feedback, summarizing the key points, and proposing the next steps. For example, if your prospect says they are interested in learning more about your solution, you can ask: "What are the main questions or concerns you have about our solution?" "How does our solution fit with your goals and priorities?" "What are the next steps you would like to take in the buying process?" By confirming the correction, you can also show your prospect that you are respectful and collaborative in your approach.
Correcting a client's false assumptions is not easy, but it is essential for sales development success. By following these three steps, you can turn false assumptions into opportunities to educate, persuade, and move your prospects closer to a sale.
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4 Here’s what else to consider
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