We’re all guilty of this situation. We see something that just isn’t there.

I’m not referring to those possible circumstances when you might have, well, imbibed too much. Or, your glasses are cloudy or maybe you don’t have them on at all and the squinting has caused you to experience some sort of visual hallucination.

Nope, that’s not what I am talking about.

I’m referring to those times when we hang on to a prospect — and then hang on some more—simply because we’re seeing something that just isn’t there.

We’re seeing hope and possibilities, business opportunities and potential.

But it just isn’t there.

A salesperson’s boundless energy and enthusiasm can occasionally color their vision so instead of seeing reality they see what they want to see.

Now I’m not saying that we should “pull the plug” on our prospects if they don’t move through the sales funnel in record time.

What I am referring to is the useful technique known as “screening and qualifying”. By consciously engaging in this critical step in the sales process, you can be more certain that the very prospect you are so eagerly pursuing actually has the sales potential and worthiness you so crave.

In a lengthy sales cycle, things change, priorities shift, budgets get readjusted and what was once a truly viable prospect has just become untenable.

Once again please don’t get me wrong. I’m not suggesting that you pull the plug prematurely.

What I am recommending is that you take a long hard look at your prospect database. Make certain that your pipeline is screened and has been put into categories based upon their potential sales worthiness.

Once you do that you can follow-up, follow-through and work your pipeline very efficiently.

You minimize the possibility that you will see what isn’t there, not because you are tipsy or having troubles with your eyes but because you are living in an enchanted land where all prospects are qualified, interested and created equal.