This message is only taught to sales professionals, but it applies to all of us. If we want to be in step with someone, always check our assumptions to see if they are correct.
Here is a painful example: Many years ago I was facilitating a sales training session and we were covering the part of the sales process that included “check questions”. Check questions are asked when we need to check the correctness of our assumptions. One of our class participants was a car salesman and shared a conversation he had with a potential buyer. The prospect was considering buying a new Corvette as a college graduation present for his daughter. The customer asked, “Is this car fast?”. Immediately the salesperson enthusiastically replied, “Absolutely! This car will go up to 180mph!” As soon as he said that, the expression on the customer’s face went from happy to scared. He did not want to give his daughter a car that went that fast. The deal was off. It cost the salesperson a $1700 commission. He learned his lesson. He said the next time he will ask a question first before he answered like, “Is speed important to you?” This question would have allowed him to stay in step.
This story carries a lesson for all of us to remember: Before we assume, check our assumption with a good “check question”. By doing this we will save ourselves unecessary stress, and maybe even a friendship!
