Perception is Not Reality

I recently fell into a perception trap that affects many salespeople.

An attractive prospect had been using a competitor of ours for many years. In addition, the competitor had invested in the prospects business. I assumed that this arrangement meant we would be locked out of doing business with the prospect.

A salesman in the Delivra office did not have my perception trap and therefore met with the company. He found that the competitors business model did not fit the with prospects client base. In fact, client penetration for the competing product was less than two percent.

Buying signals were strong and a follow up meeting is scheduled with C-level decision makers.

I know better but regardless, fell into my excuse making mode.

The only reality a salesperson should be satisfied with is to collect all available information, not just what justifies a faulty perception.

Neil Berman | President & CEO