WHY ASSUMING BACKFIRES

This story illustrates the problem with assuming in sales.

Matt and Mandy both lease apartments.

Mandy leases twice as many apartments as Matt.

Can you figure out why?

Here's Matt:

Prospect: "Does your condo have a pool?"

(Unbridled enthusiasm) Matt: "It does! It's the most beautiful and stylish pool in Boca Raton. The pool even has a 25-meter lap lane."

Prospect: "That's too bad. I have a two-year-old and don't want them near a pool." (Click.)

Here's Mandy

Prospect: "Does your condo have a pool?"

Mandy: "Sounds like a pool is important to you."

Prospect: "Actually, I have a two-year-old and don't want them near a pool."

Mandy: "That’s why I live here. I have a toddler too. Our pool has a child safety cover whenever a lifeguard isn't on duty. Additionally, there's a four-foot fence surrounding the pool with a door that can only open with a fob. If you'd like, I can show it to you."

Prospect: "That sounds safe. Can I swing by this afternoon?"

Letting go of assumptions.