February 21, 2018
Uncovered: 10 Sales Myths vs. Sales Facts
It’s common for people to have misconceptions about any industry or field they haven’t directly experienced, and sales is no exception. Some people may shy away from making a career in sales, because they have preconceived notions of what working in sales is all about. If you’re considering getting into sales, it’s important to have the right information. Here we uncover 10 sales myths—and offer you some sales facts to combat them.
1. One Pitch Fits All
When it comes to sales, one pitch doesn’t fit all. Every prospect has different needs and as such, every pitch must be tailored to suit those unique needs. Positioning your message to suit your customer is critical to landing that sale. Perform your due diligence—research the customer or the market so you can better understand them and communicates in a way that addresses their interests and concerns.When it comes to sales, one pitch doesn’t fit all. Click To Tweet
2. Scripts are for Rookies
This is a particularly malicious sales myth. The fact is that preparation is always beneficial. Simply put, it provides the framework for your prospecting campaign. Even seasoned salespeople must practice their pitches. Writing a script will help you to anticipate any questions the customer may have, and it helps to ensure you know the key benefits of the product or service you’re selling.
3. The First Three Minutes Determine the Success of a Sale
While first impressions do count, the first three minutes is not long enough to establish if you’ve closed the deal. Everyone is different, and many customers decide to make a purchase after they’ve grown comfortable with the salesperson. Rather than focusing on any arbitrary time limit suggested by this sales myth—apply that attention to establishing a relationship with the customer by engaging them in conversation and asking them relevant questions to help you better position your pitch.
4. Sales is about Getting People to Buy Things they Don’t Want
Good salesmanship is about connecting people with things they need, not convincing them that they need something they don’t. Great salespeople become great by asking questions and seeking to understand exactly what the customer is looking for so they can provide the best solutions. That’s an important sales fact to repeat often and eagerly.Good salesmanship is about connecting people with things they need, not selling them on things they don’t. Click To Tweet
5. Salespeople Care More about Commissions than about People
This sales myth is just silly. Like anyone, salespeople hope to be successful at what they do, and the fact is you can’t be good at sales if you don’t like and care about people. Great salespeople are passionate about what they do and they love and care about their customers. Good salespeople are concerned about creating satisfied customers—those are the customers who keep coming back.
6. Salespeople are Born, Not Made
With anything in life, commitment and training are key ingredients to becoming successful. While many of your personal traits will prove beneficial to your sales career, training, practice, and ambition are what will ultimately decide your success as a salesperson. In fact, great salespeople pride themselves on maintaining a student mentality—a passion for lifelong learning, growth, and development. You can develop yourself and your skills by using free online resources such as blogs or watching TED talks. Check out two Cydcor blogs in particular: “How to be a Successful Salesperson” and “How to Write a Winning Elevator Pitch.”
7. Salespeople are Only out for Themselves
Salespeople are certainly not out for themselves. Great salespeople are working to build a business and add value to their organization, not just to make a sale. They’re interested in being as efficient and effective as possible to achieve their goals. They know that the success of others doesn’t take away from their own chances for success so they’re happy to share what they know and see others reach their goals. This is one of the more damaging sales myths out there—those who walk this walk quickly discover that it won’t take them far.
8. All Salespeople are Extroverts
It’s a common sales myth that all salespeople are outgoing and assertive. Being a successful salesperson means having the ability to make people comfortable and being a great listener—whether you’re an introvert or extrovert. Being an attentive listener is key because it allows you to hear what the customer really wants and needs. This, in turn, better positions you to address their concerns and fulfill those needs with the right products and/or services.
9. Technology Rules
Technology has advanced at a rapid rate. While it has certainly helped speed things up and improved the resources available to salespeople, there are just some things computers can’t do. True selling always comes down to having great people skills and sales skills. No matter what, face-to-face contact remains invaluable in the sales industry because people connect with other people more than they do with any other form of advertising.
10. Great Products Sell Themselves
While great products are easier to sell, they still need to be sold. It’s up to the salesperson to create awareness of the product. Customers need to understand how your product or service can fulfill their needs and where and when those needs can be met. Even a great product needs marketing and sales support.
We are Cydcor, the recognized leader in outsourced sales services located in Agoura Hills, CA. From our humble beginnings as an independent sales company to garnering a reputation as the global leader in outsourced sales, Cydcor takes pride in having exceptional sales professionals and providing our clients with proven sales and marketing strategies that get results.