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Salespeople are generally optimistic, and managers who interview new hires always look for a positive and optimistic attitude. But research in both neuroscience and social science indicates that people in general are more optimistic than realistic. And when it comes to salespeople, we are hardwired for hope!

When we hear “maybe” in the sales cycle, we jump, spin, chase, and beg — and often, we chase the wrong people: No-Po’s. The No-Po is that dangerous gatekeeper who has No Power and No Potential — and you will never get a Purchase Order from them. But they are masters at generating false hope. That’s why we love them so much! We want to believe what we see through our cool rose-colored glasses.

Do you have a deep attachment to your No-Po? Take this quick quiz and see how many statements sound all too familiar:

You want to believe something good will happen, so you always listen with “happy ears.”
You’ve done a great job convincing them, and now it’s time to convince their boss — if they would only let you talk with the boss.
You are motivated! You see small changes and believe things must be moving along.
You’ve been introduced to more people — most of them are from the “maybe” school, but you believe you are getting closer.
You want to help them turn things around. They’ve told you how you can help and you are right there with them.
You’ll get the deal — after all, they owe you for all the time you’ve invested with them.

 

If you find yourself nodding your head at these scenarios, you’re probably not closing a lot of sales. The key to breaking your attraction to No-Po’s is to focus on the basics: activity activity, activity. If the no-power person can get you to the influencer, that’s great. But no power AND no influence will kill you. Stop burning cycles on these No-Po and start talking to power!

 

 

Find out what sales winners are doing differently with the free ebook, The Guide to Winning Sales Every Time. Download it today at the button below.

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