Debunking Great Myths of Selling Part II 8/11/2009
Don't believe everything you hear about selling. Selling is not a rare gift bestowed upon a select few. Selling is critical to every businessperson's success. Here are three more "truths" about selling that are not true.
Myth #4: To Sell Well You Must Persistently Pursue Prospects
Think counterintuitively.When you stop pursing people, they become drawn to you.Who do you want to see – the salesperson who is always calling you up or the salesperson who is hard to get in front of because he’s so busy helping other people?Persistently pursing prospects smells of desperation.Yes, you need to work hard to gain new prospects but that doesn’t mean texting them every 15 minutes.
Myth #5: Sales Are Made On A Rational, ThinkingBasis
Tsk, tsk if you fall for this one.We like to think of ourselves as rational, thinking beings.In some ways, we are rational.But what truly motivates us to act or to buy is emotion.Just watch the commercials on TV and count how many are emotional appeals.People will buy more often because they feel an emotional connection than they will buy because the sale makes sense.
Myth #6: The Sales Is Lost Or Won At The End Of The Process
Are you beginning to see how many of these myths are related to one another?This myth is similar to Myth #3 in part I of this article.The most important part of the sale is the beginning, not the end.At the beginning of the sale you must establish trust, build rapport, show value, and demonstrate a primary interest in the prospect.It ain’t about grabbing prospects by the neck and injecting them with a closing argument serum.It’s not about us selling them; it’s about us letting them buy.
