Actually, my client really asked, "Are you making assumptions that cost you money?" But isn't it more than money? Have you ever lost a client that you thought was happy? Have you ever lost a deal because you assumed that when they said that 'money was no object' they meant that they had enough and the authority to spend it? Have you ever decided to pitch someone and after hours, days or weeks, they tell you that their boss's, boss's, boss's boss has a friend that's gonna get the business?

4 years ago, Pete Caputa suggested that salespeople should build their expertise publicly. This is another guest post by Imran Battla that shows you how it's done. Enjoy and tell him what you think in the comments and don't forget to use the icons below share it with your network.

You probably know that I'm older than dirt and my mother and my wife have made sure that I've attended mass on Sunday more often than not. You may also know that occasionally I write about a sales lesson that I see in the sermon that week. Elaine and I are visiting Beau this week and this time it was Father Joseph Carver that shared the lesson.

Understand that I've heard the story about the Samaritan woman at the well a gazillion times, but never the way Father Carver told it and that's probably why I could see the lesson this time. (I wish I had recorded the sermon.)

Here we go...