I just learned of a new “condition” that affects salespeople: “Happy Ears.” That is the term sales consultant and author Dave Kulan uses for those in sales who hear only what they want to hear. Happy Ears, according to Kulan, are just one of the things that can impede sales competency. Those with Happy Ears tend to
- make assumptions
- accept vague statements
- fail to question things
- not ask specific questions
- fail to make sure the answers are to the questions they asked
- fail to make sure the answers were as specific as the questions
- draw false conclusions
- not ask the right questions about incumbents and competitors
- not ask the right questions about motivation, incentives and reasons
- not confront
- never have the actual amount of money a prospect will spend
- never have the time line for the decision right
- never quite understand the concept of what can go wrong
- see the world through role-colored glasses
- be too optimistic
Does this sound like you or another salesperson you know? In the rest of his article, Kurlan explains what may be the cause of Happy Ears and offers tips on how to overcome it. For more ways to battle Happy Ears, read his other article here.
Friday, Oct 9, 2009
Jessica Helinski