Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Be careful not to get too confident. If you think you know everything the customer is looking for without asking some qualifying questions, you may frustrate your customer and possibly even lose them.
I recently made a poor assumption and I’ll tell you about it:
I was in New Orleans for a trade show, I spent the entire week there and was fortunate to have my wife join me. It was a great experience and we learned a lot from the friendly people of New Orleans; we learned much about the flooding after Katrina and where the best local restaurants were. We walked and rode the cable cars and by mid week we were getting around very well; I had instantly become an expert on the 7 blocks we were exploring in New Orleans.
On Wednesday that week I left the convention center to venture out for lunch; immediately outside there were hundreds of trade show attendees strolling the streets and taking advantage of the nearby food stands and restaurants.
A man and woman approached me (obviously they recognized my confidence and street prowess) and the gentleman asked in broken English “Can you direct us to the nearest subway?”
It was then that I felt pride in explaining (in detail) that since New Orleans is below sea level they have no subways, but rather cable cars. I then offered to walk them to the nearest cable car stop.
The gentleman was confused, frustrated and borderline angry; he looked at me and said “We have to take a cable care to get a sandwich?!” Embarrassed I then showed them to the Subway restaurant that was around the corner.
I assumed I knew what they were looking for and instead should have asked more questions before offering a solution. I might have saved them some frustration plus a lengthy and possibly inaccurate description of the New Orleans public transportation system.
We all know what happens when we assume…..
About the author