Prepare, but don’t prejudge. Our own biases are often difficult to get past, but the truly successful set them aside.
Incorrect assumptions, made at the most basic level, cost companies millions each day. Experience makes it easy to assume someone wouldn’t be interested, can’t afford, or may not like your offering. Unfortunately, as when we assume the opposite, we may be wrong.
This gap is where elite salespeople and leaders create wins. They understand that if we knew which customers would buy, personalized service would be unnecessary and use this to capture those others ignore.