---
title: "Why Assuming Backfires"
url: "https://books.joshbraun.com/4/forsale/103/why-assuming-backfires"
---

**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.