He was told a twin-engine plane would be waiting for him at the airport.
Arriving at the airfield, he spotted the plane warming up outside a hanger.
He jumped in with his bag, slammed the door shut, and shouted, ‘Let’s go’.
The pilot taxied out, swung the plane into the wind and took off.
Once in the air, the photographer instructed the pilot, “Fly over the valley and make low passes so I can take pictures of the fires on the hillsides.”
When the pilot asked ‘Why?’ the photographer responded, “Because my TV station wants some close up shots for the 6 o’clock news.”
After a strange silence, the pilot stammered, “Ss so, you…you’re, NOT my flight instructor?”

All too often, in our hurry to capture a sale, we make dangerous assumptions. The only way to avoid making dangerous assumptions is to ask questions.

Never assume that you are talking to the decision-maker, nor assume your prospects see value in advertising or that your proposal solves a problem your prospect agrees is a problem. You can’t even assume your client will keep the appointment you made without first calling to confirm the appointment is still on.

Ask questions each step of the way and you’ll have a happier landing.

Having a sales conference or convention? Consider having our ‘Becoming a Master Questioner’ sales workshop as part of your agenda to help your team develop superior questioning skills. Contact [email protected]