Never trust your assumptions. They are likely to be as wrong as right.
Salespeople, be careful with your assumptions. Don’t assume:
- “She’ll never pay that much”
- “There’s a lot of competition”
- “He doesn’t have enough money”
- “They don’t want to do business with us after the last mess-up”
- “I’m sure we’re not the low bidder.”
Such assumptions can defeat you before you start negotiating; these assumptions lower your expectations; influence the outcome of the negotiation; and may, in fact, be dead wrong.
Purchasing professionals be careful! Your assumptions can:
- Cause you to make high offers when low ones are called for.
- Influence you to make low demands and quick concessions when opposite actions are warranted.
- Seduce you into believing deadlines when patience is by far the better course.
- Create potential hurdles that can move you in the wrong direction.
Don’t fall in love with your assumptions. Check them out. They are neither right nor wrong until proven so.