{"id":852,"date":"2014-09-17T22:54:23","date_gmt":"2014-09-17T22:54:23","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=852"},"modified":"2014-09-19T22:58:30","modified_gmt":"2014-09-19T22:58:30","slug":"a-classic-assumption","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-classic-assumption\/","title":{"rendered":"A Classic Assumption"},"content":{"rendered":"<p><i>He was told a twin-engine plane would be waiting for him at the airport.<br \/>\n<\/i><i>Arriving at the airfield, he spotted the plane warming up outside a hanger.<br \/>\n<\/i><i>He jumped in with his bag, slammed the door shut, and shouted, &#8216;Let&#8217;s go&#8217;.<br \/>\n<\/i><i>The pilot taxied out, swung the plane into the wind and took off.<br \/>\n<\/i><i>Once in the air, the photographer instructed the pilot, &#8220;Fly over the valley and make low passes so I can take pictures\u00a0of the fires on the hillsides.&#8221;<br \/>\n<\/i><i>When the pilot asked &#8216;Why?&#8217; the photographer responded, &#8220;Because my TV station wants some close up shots for the 6 o&#8217;clock news.&#8221;<br \/>\n<\/i><i>After a strange silence, the pilot stammered, &#8220;Ss so, you&#8230;you&#8217;re, NOT my flight instructor?&#8221;<\/i><\/p>\n<p>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.<\/p>\n<p>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&#8217;t even assume your client will keep the appointment you made without first calling to confirm the appointment is still on.<\/p>\n<p>Ask questions each step of the way and you&#8217;ll have a happier landing.<\/p>\n<p>Having a sales conference or convention? Consider having our &#8216;Becoming a Master Questioner&#8217; sales workshop as part of your agenda to help your team develop superior questioning skills. Contact\u00a0<a href=\"mailto:wayne@wensmedia.com;angela@wensmedia.com?subject=I%20would%20like%20to%20know%20more%20about%20Becoming%20a%20Master%20Questionner\" target=\"_blank\">wayne@wensmedia.com<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>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, &#8216;Let&#8217;s go&#8217;. The pilot taxied out, swung the plane into the wind and took off. Once [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-852","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>A Classic Assumption - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-classic-assumption\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A Classic Assumption - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"He was told a twin-engine plane would be waiting for him at the airport. 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