Watch out for happy ears when selling. ”Happy ears” describes sellers who are confident a deal will close based on how they “feel” a sales conversation went.
They may be right…
However, to quote my good friend, Ari (Aristotle), he makes an important point that when trying to persuade people you need to recognize the governing systems that ensure the “maintenance of the established order.”
Deals are often stuck or dead on arrival because of internal political structures that are not seen, nor openly discussed.
You may have the best product at the best price that can do wonders for an organization.
This doesn’t mean much against the “established order.”
Sellers need to understand & navigate the established order.
Instead of happy ears…
Ask some questions. Here’s a few to get the ball rolling:
- So I can better help you to be successful, what’s your internal process for making a decision?
- Is there anyone else we should bring into the conversation now to ensure success?
- What else do you need from me in order to socialize this internally?
I hope this helps!