Don't let delusions draw your salespeople's eyes from the prize

04/23/2012 | Sales & Marketing Management

Salespeople often fall victim to the "halo effect trap" by continuing to make sales calls on a prospect because they're getting good vibes -- disregarding signs that the prospect lacks buying authority or other early-warning signs that a sale won't occur, writes Bill Rosenthal, head of the sales-training firm Communispond. Worse still, the halo effect is only one of the tricks the mind can play on salespeople as they work toward making the sale.

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