Selling is hard enough, but we make it much harder by believing sales myths.Here are a few sales ideas I’ve heard expressed many times. I’d argue each is a dangerous myth that you should avoid.
Myth #1: There’s Something Distasteful About Sales
Business is all about selling.People who avoid sales and leave it to others because they think it’s “below them” are wrong.The most rewarding, the most exciting part of running a business is making a sale.
Myth #2: Advertise More And You’ll Generate More Sales
Believe this myth and you risk ignoring the quality of your marketing materials. Today with the Internet and TV and squawking ad boxes at gas stations and phone ads and more, we bombard people with 5,000 marketing messages a day. More isn’t more effective. Salespeople who focus strictly on pumping out more marketing can easily lose track of whether they’re reaching people who really want and need to hear their message. Getting ten people to love your product is much better than getting a hundred people to like your product.
Myth #3: Great Salespeople Focus On The Close
This is backwards.A great salesperson focuses on the opening, on the relationship, on the first impression.When you focus on the close, you put your need before the client’s need.You need the sale; the client doesn’t.The client needs a trustworthy business relationship.When you start the sales process, focus on getting to the truth, finding the prospect’s pain, or uncovering a problem you can solve for them.
