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The Representor, Sa1eswise, Winter 2010 Issue
 
 
Busting assumptions: Effective probing techniques for reps

Question: What do the following have in common?

  • I spend a lot of time spinning my wheels and not getting very much done.

  • I am continually frustrated with the performance of my sales team.

  • Why can't my people/kids be more independent thinkers? They come to me with EVERYTHING!

Answer: These statements reflect people who are continually frustrated with the same problem. They are stuck, and their problems can probably be traced back to making assumptions.

Now, there are assumptions . . . and then there are Big Assumptions. A Big Assumption is an assumption about ourselves that masquerades as the truth. We don't even know we hold them, yet they inform how we make decisions and then how we act based on those decisions. Note: our Big Assumptions always have dire consequences attached if we don't live up to them.

A Big Assumption in the "spinning my wheels" example could be that this person can't say no to requests. She assumes that if she does, she won't be seen as a team player, people won't like her, and she'll be shunned.

Let me be brutally honest and tell you one of my own biggest Big Assumptions: I assume that I have to do everything myself, do it well, and do it today. If I don't develop everything now - my Web site, my newsletter, my teleforums - I will be missing opportunities that I'll never have again. And if I don't have everything perfectly in place, I WILL BE A FAILURE.

I have noticed that my Big Assumptions (I have others, but I'm not going to be that honest) are bigger when I am in a bad mood and begin to disappear when I am feeling good. My definition of a bad mood is feeling lonely or overwhelmed.
Nicki Weiss

by Nicki Weiss
Certified Professional Sales Management Coach and
Master Trainer

Nicki Weiss is an internationally recognized Certified Professional Sales Management Coach,
Master Trainer and workshop leader. Since 1992, Nicki has trained, certified, and/or coached more than 6,000 business
executives, manufacturers' reps, corporate sales executives,
small to medium size
entrepreneurial business
leaders, and sales teams of all shapes and sizes.

Nicki guarantees increased sales performance when rep firm sales managers become better sales coaches and all rep personnel become more customer focused. For powerful tips and
techniques, sign up for her FREE monthly e-zine, Sa1esWise, at
www.saleswise.ca
You can call Nicki at
416-778-4145 or send e-mail to
nicki@saleswise.ca.
I can (usually) interrupt the downward spiral of a Big Assumption by looking at my moods. When I feel overwhelmed and/or lonely, I look for my Big Assumption and I question it.

My moods remind me to challenge my Big Assumptions by doing something differently. First, I have to admit I am caught in the Big Assumption spiral (the hardest part). Then, I take a walk, notice things that make me smile, give myself permission to be imperfect, and make a date to see a friend or colleague whom I know will give me feedback, advice and/or energy.

What are your Big Assumptions, and how are they keeping you stuck?

YOUR CHALLENGE: Take off your blinders!

1. Observe how your Big Assumptions show up in your thoughts and behaviors. This month, look at your moods and see if they reflect a Big Assumption playing itself out. Don't try to change anything. Just notice (and maybe write down) where and how Big Assumptions show up and what happens as a result.

2. Once you firmly understand your Big Assumptions, actively look for proof that casts doubt on them. In my case, I looked at my whole work context and the successes I have achieved. I realized that people don't treat me like a failure because I occasionally have typographical errors on my Web site.

Have fun with it! You'll be taking steps toward becoming more effective and toward connecting more deeply and authentically with others.

I'd like to hear how you do. Please let me know by e-mailing me at nicki@saleswise.ca.
 

 

 



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© 2010 Electronics Representatives Association (ERA), Chicago, IL 60611
Originally printed in the Winter 2010 issue of The Representor
Cannot be reprinted without the permission of the Electronics Representatives Association (ERA)
 
 
 

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