How a Reality Check Can Shorten the Sales Process

It’s time to face the facts: making sales is hard work and rife with disappointment. This can breed feelings of rejection, which in turn sabotages your belief system. Ultimately all of this adversely impacts performance.

One of the root problems is people involved in sales have a desire to get an order to win the account. The desire becomes the devil that creates emotions that fuel actions that feed on themselves.

Does this sound like you? You could be suffering from a bad case of “Happy Ear Syndrome.” When salespeople are in this mode, they don’t want to want to hear the realities of the non buying situation or address the real barrier(s) to the sale.

So, when you have “Happy Ear Syndrome” you “assume” it is going the way it should. Typically, in this situation the sales person never goes to the disconnect approach because there is a fear of addressing the real issue and that maybe something you don’t want to hear.

Here a few ways to treat Happy Ear Syndrome:

·         Stop hearing the good stuff and pretend you didn’t even hear it because it clouds your mind so you can’t address the real issue.

·         Ask more informing questions and address the realities of the barriers.

Additionally, in a sales situation two key questions should always be taken into consideration: why me and why now? This self-examination allows for a real picture of the prospect’s situation. The objective is to get more information that you can use to develop a sales strategy and shorten the sales process.

This technique is a way to raise objections early and expedite the commitment to an outcome (and hopefully the sale!) The secret is to examine the patterns and recognize the events within each situation, then develop a sales process that addresses each.