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2nd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
| Guest post by: Dave Kurlan |
Article Overview: What exactly is a case of Happy Ears? A salesperson has Happy Ears when she hears what she wants to hear. Example: Your salesperson asks her prospect about the budget and the prospect says, "we'll try to find the money". Your salesperson hears, "We have the money, and we will spend the money, and there isn't a limit."
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2nd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
This article focuses our attention on the 2nd of the
The 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
#2 Prevent Happy Ears
I recently wrote two articles on the subject; this article on the 5 Steps to Coaching Your People Beyond Happy Ears and this article, Is It Happy Ears or an Empty Pipeline?
So let's explore a little more.
What exactly is a case of Happy Ears? A salesperson has Happy Ears when she hears what she wants to hear. Example: Your salesperson asks her prospect about the budget and the prospect says, "we'll try to find the money". Your salesperson hears, "We have the money, and we will spend the money, and there isn't a limit." Another example: Your salesperson asks his prospect who is making the decision and the prospect answers, "I'll be involved." Your salesperson hears, "I'm the decision maker!" A third example: The prospect says, "We should do this." Your salesperson hears, "We're going to buy."
Here are some of the things salespeople with Happy Ears tend to do:
* 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
Ugly. So what can you do about it? Understand that many of the people with Happy Ears also have Need for Approval. You have to help them overcome that before you can solve the problem with Happy Ears. The fastest way to overcome Need for Approval is to have them use the SalesMind CD twice daily for 3 weeks. Then begin interrogating your salespeople (who have happy ears) during post-call debriefs! Ask every skeptical, doubting, question you can. Be consistent with the questions and the frequency of your interrogations. Make your salespeople so uncomfortable that they start asking these questions themselves, just so they'll have the answers to the questions they now know you will ask. And then, finally, their happy ears may just begin to disappear.
6th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
10th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
Celebrities and the Sales Force
5th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
3rd of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Click here to visit Dave's website   Predict Sales Turnover Salesperson Selection Visual Pipeline |
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Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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