Debunking Great Myths of Selling Part III 8/11/2009
Do watch out for these myths.Live by the sales truths that really are truths, like this one from Zig Ziglar, “You can have everything in life you want if you will just help enough other people get what they want.”
Myth #7: The Best Way To Handle Objections Is Overcoming Them
This is a great way to start an argument with your prospect.Try overcoming a belief prospects have and their natural tendency is to fight for their belief.You risk offending the person you’re trying to sell.Instead, Australian sales guru Ari Galper says to acknowledge the legitimacy of the objection (in the eye of the prospect).For example, if a prospect says they don’t need you as a vendor because they already have one, you might say, “I understand your concern and I don’t want to replace your current vendor.I just want to see if you’re open to some new ideas that only our company can present to you.Would that be okay?”
Myth #8: You Either Sell A Product Or You Sell A Service
This myth used to be true.Today, smart companies and smart salespeople are beyond selling just a product or service.Companies like Disney and Intel use their products as props and their services as a stage to sell an experience.Tim Sanders, former Chief Solutions Officer at Yahoo! spells out this concept in his book,Love Is The Killer App: How To Win Business and Influence Friends.Macdonald’s doesn’t sell food; they sell a clean, quick, enjoyable family experience. A camera company doesn't sell cameras. They sell memories.
Myth #9: Top Salespeople Are Independent And Self-Sufficient
The only truly independent salespeople are those no one else wants to relate to.Keith Ferrazzi,in his best selling marketing book, Never Eat Alone, says “Autonomy is a life vest made out of sand.”In sales, independence is less important than teamwork, cooperation and communication. Givers gain.You teach someone a sales technique and guess what?You learn more in return.You share sales leads and guess what?Rather than having fewer sales leads, you find more leads flowing your way.Top salespeople give freely of their time and expertise and the pie gets bigger for all of us, including them.
