Too many salespeople guess or assume they know the difference between their offer and the competitions. That guess? It’s usually wrong.
In a recent negotiation, we nearly walked away, concerned that we might be priced way too high. But when we slowed down and dug into the actual economic gap, the difference was far smaller than we imagined.
That one discovery opened my eyes!
We retained the business—and found ways to bring additional value that made the difference a non-issue.
Here’s the mistake:
We assume the gap is unbridgeable without ever confirming what it actually is.
Here’s the truth:
When you uncover the real number, you can pursue the opportunity with clarity—not hope goggles.
Remember as one of my mentors taught me, “Get ALL the Facts.”
Because in high-stakes opportunities, assumptions don’t win. Strong Game Plans Do.
✅ Catch Up on the First 3 Posts in the Series:
Part 1: Are You Selling for Your Identity?
Part 2: The Danger of Overreliance on Charisma
Part 3: Stop Talking—Start Listening
🟡 Let’s keep going: Part 5 drops next week.
👉 Are you digging deep enough to find the real number? Or are you assuming and not asking? Text or email if I can help: 404-272-5236 | Jon@AlwinsonBooks.com.