Empty Pipeline Clue Confirmation Bias

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Reality testing is described as the ability to see things as they are, rather than as they are. You can’t waste time on pipeline opportunities that you can’t win. You also can’t waste time on stakeholders that can’t or won’t buy.
The biggest waste of time for sellers is spending time with the wrong potential customers.

As we enter a period of market turmoil, it is critical for self-employed sellers to understand their potential customer base.
The problem with confirmation bias
Confirmation bias is a cognitive bias that involves paying more attention to information that confirms one's prior beliefs or assumptions and less attention to information that contradicts those beliefs.

It's the human tendency to see what we want to see malaysia telegram data and hear what we want to hear.
For sales pipeline opportunities, confirmation bias causes salespeople to interpret new information in a way that fits with their prior views, even if that interpretation is not necessarily accurate. It’s a form of putting on rose-colored glasses.


For example: When a buyer says “I might be interested,” it means “I definitely want to do business with you.”
Confirmation bias has many negative consequences. It causes salespeople to hold false beliefs, make poor decisions, cloud their judgment, and be more reluctant to face opposition from leads during pipeline assessments.


Awareness is key to overcoming this natural human bias. In fact, this is what reality testing is all about – considering multiple perspectives from leaders and team members while actively testing and challenging your own beliefs and assumptions.
Confirmation bias and false beliefs about sales pipeline opportunities are prevalent on the sales floor.