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Assuming the Sale Topic

Maybe I'm off-base on this one but it seems to me that "assuming the sale" is frowned upon by some members.

I see in some threads, people skirting the topic by claiming to be "amateurs": if you're getting paid commission, you ARE a professional. You might be in serious need of sales skills training but you are a professional SR. You might be doing this part-time but if you're collecting commissions, you're a professional.

IRS and Revenue Canada both define "SR" as having at least a portion of their income "at-risk" (ie. tied to performance).

So, the "amateur" thing is a non-issue.

Here's my point: if you're in sales, how can you NOT assume the sale? OR, if you're not assuming the sale, what ARE you doing?

Is your manager assuming that you'll get the sale and if not why does he/she let you out of the parking lot in the morning?

I'm going to take a breath in order to gauge the reaction.

Good luck & Good selling!
Pat - by OUTSource Sales
Maybe I'm off-base on this one but it seems to me that "assuming the sale" is frowned upon by some members.

I see in some threads, people skirting the topic by claiming to be "amateurs": if you're getting paid commission, you ARE a professional. You might be in serious need of sales skills training but you are a professional SR. You might be doing this part-time but if you're collecting commissions, you're a professional.

IRS and Revenue Canada both define "SR" as having at least a portion of their income "at-risk" (ie. tied to performance).

So, the "amateur" thing is a non-issue.

Here's my point: if you're in sales, how can you NOT assume the sale? OR, if you're not assuming the sale, what ARE you doing?

Is your manager assuming that you'll get the sale and if not why does he/she let you out of the parking lot in the morning?

I'm going to take a breath in order to gauge the reaction.

Good luck & Good selling!
Pat
Great topic, Pat.

I think we're all professionals if we get paid to sell. The definition of amateur is that you do something as an avocation instead of vocation.

The amateur thing is tiresome for me. I don't want to go to a physician that proclaims himself to be an "amateur". Likewise with attorneys and accountants and hair stylists and home addition suppliers. I don't think customers want to buy from amateur salespeople either. Customers like professionalism.

Skip Anderson - by Skip Anderson
Pat "Assume the Sale" has two different meanings for me. One meaning is writing up an order without asking and the other meaning is about positive expectancy. I have a thread on that - http://www.salespractice.com/forums/t-4757.html

Does "assume the sale" have multiple meaning to you too? - by Houston
Houston, being assumptive (in a sales context) has everything to do with attitude. If you didn't believe the outcome was at least possible, you wouldn't make the call.

To be successful in sales in the long run, a SR really needs to be supremely confident about their industry/product knowledge and their selling skills. Otherwise, you'd be taking that first 'no' and moving on. If you're assumptive about the sale, you'd be more inclined to probe further, qualify more, and find a way.

Late in the cycle, I remember pulling out an order form and hearing the prospect express a little shock, "... I didn't say I was going to buy it...". To which I responded , "You're absolutely right BUT you also didn't say 'no' ... let's quickly review the topics in which you HAVE expressed interest ..." (a rendition of the Ben Franklin close).

In that instance, I was working with a "low reactor" who was intersted but wasn't clear with where he was on the opportunity (either "yea" or "nay"). So, I started with the "order blank close" and went into the "Ben Franklin" close.

As opposed to simply being "assumptive", I was taking back control of the call.

You could infer, though, that I was being overly assumptive in this instance. He could have over-reacted and thrown me out (in which case, I would have gone into the "Columbo" close) ... ha!!

Good luck & Good selling!
Pat - by OUTSource Sales
Re-reading my post above, I'm reminded of cold calling in Ottawa as a yound salesman for 3M.

I was doing the PSSAC tower. It was bout 18 floors as I remember and knowing this would take a day, I'd left my coat/overshoes in the first office. When I was done calling on EVERY (non-government) office in the building, I went back to the office without a single sale!

Seeing that I looked a little whipped, Ray Lapointe pulled me over in the bull-pen and asked how my day went. I told him that I'd cold-called the entire building with nothing to show. He immediately started role playing the calls with me and said, "...you're leaving when they say 'no'..."! I was a little stunned. He