One of the biggest causes of improper forecasting is going into calls with your prospects and customers listening with big ole “Happy Ears”.
When you are listening with Happy Ears a funny thing happens in your sales brain:
- You stop asking good questions
- You start congratulating yourself and counting the commission in your head
- You stop looking for potential obstacles
- You start losing focus
- You stop listening to what isn’t being said
Time and time again I find that deals that were supposedly “commits” and “sure things” unexpectedly slip out, or worse, become losses.
And 9 out of 10 times it’s for the same reason…stop hearing what you want to hear with your “Happy Ears”…
Instead practice listening with your critical, problem solving mind!
Happy Ears can be a fun for the length of a phone call or a meeting, but if you want to win business while building valuable long term relationships, the only way is to use your “Critical Problem Solving Ears”!
