Hear What the Prospect Says . . . Not What You Hope They Are Saying

The best definition of a heated political climate is the constant "clarification" of what was said yesterday, the day before, and the day before.

When what you said is not what is heard - or if what you heard was not what was said - that is "mutual mystification."

Actress Lily Tomlin said it best, "Have I reached the party to whom I am speaking?"

Do you immediately presume the sale if a prospect utters something remotely positive?

When you lose the sale - you even are mad at the prospect for sending the wrong signals.

This condition is termed "happy ears" and is always fatal.

The cure is to be skeptical yet nurturing.

Your prospect says, "I like what you are saying, and your product is a good fit!"

You respond, "I appreciate your kind words - when you say 'good fit,' what exactly do you mean?"

This reversing technique will show you the difference between nice platitudes and an actual sale. Never presume that the signals are positive - always verify.