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The more desperate you are for a deal, the happier your ears become.

If you really, really need a deal, a client that isn’t dissatisfied can sound like they are ready to move—and with urgency.

If you need to win an opportunity to make your number, the unqualified prospect can seem uniquely qualified.

The more you need the deal, the more receptive your prospective client contacts appear. They sound like they are supremely interested in you and your offering.

Your ears get happy. They hear what you want to hear. Everything sounds positive, and your ears convince you that you are going to push this one over the line.

Selling requires a sense of optimism, but optimism doesn’t mean that you believe that you don’t have a problem. Optimism means that you believe that you are going to find a way through your problems.

Are you really hearing what you think you are hearing? Or do you really have happy ears?


How does desperation affect what you believe you are hearing and seeing from your prospective client?

Why do we sometimes believe that we see buying cycles that we aren’t really seeing?

How do you keep yourself honest about where you are with your prospective clients and dream clients?

Sales 2012
Post by Anthony Iannarino on July 17, 2012

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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