Getting Excited About New Sales Opportunities

Posted by Dave Kurlan on Mon, Sep 24, 2012 @ 11:09 AM

Why do salespeople get more excited about big sales opportunities than they do about strong sales opportunities?  I don't know about you, but I get much more excited about an opportunity which has a strong likelihood of closing than a big one that at best has less than a 50% chance.  What about you?

Salespeople are generally too optimistic and not skeptical enough about what they are hearing.  Objective Management Group's (OMG) statistics, on more than 600,000 salespeople who've been assessed, show that 86% of them are too trusting of what people tell them.  This affects their ability to recognize put-offs like, "Sounds good. Call us next week."  More often than not, a prospect says those things to end a call or meeting with no intention of buying (especially next week!)  Yet equally often, the salesperson hears something completely different, like, "I'm going to close this next week!"  And of course, that leads to them getting excited about a closing opportunity, it goes into the forecast, and then it fails to materialize.

Speaking of getting excited about future events, and this being the season of fall television premieres, here is a list of some upcoming public events when you can see/hear me live:

Date
Event
Location
Register
9-26-2012
What's Preventing Your Sales Force
From Over-Achieving?
Webinar
click
10-3 & 4-2012
Sales Leadership Intensive
Boston
click
10-10-2012
Transform Your Sales Force
into a Consistent Revenue Machine
Istanbul
click
10-24-2012
Consultative Selling 3.0
Washington DC
click
11-9-2012
Hire, Manage and Develop
Great Salespeople Using the 
Power of Assessments 
Miami FL
click

Topics: Dave Kurlan, sales training, sales leadership training, live, appearances, seminars, workshops

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016 and this one for 2017. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales & Marketing Awards 2017 - Article/Post - Gold
 Top Sales & Marketing Awards 2017 - Assessment Tool - Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader