There are seven common Selling myths that can trip up any salesperson.
Whether you’ve developed your own preconceived notions or have bought into
other salespeople’s misconceptions, believing these myths can hurt your ability to sell.
Find out what the myths about Selling here.
For more than a decade I have the opportunity to interact with thousands of salespeople. I have discovered a few myths about selling that many of them have fallen prey to.
Here are just a few Myths about Selling
(1) Buyers are liars. I’m amazed how many salespeople use this expression. Do people mislead salespeople? . But this usually occurs when the sales person has failed to earn that person’s trust in selling.
Gaining someone’s trust means not pushing them into making a buying decision to buy what you are Selling. It means focusing your attention on THEIR
situation rather than trying to close the sale. Earning trust means treating people with respect and dignity. Even if they are not prepared to make a buying decision right now Selling continues over time. The customer will remember how you made them feel.
(2) Anyone can persuaded to buy if you are Selling . This may be true of impulse purchases but in today’s business world. Buyers are more savvy than ever before so if you are selling be on the look out. I once heard someone say, “If you have a strong case you will clarify it.
If you have a weak case, you will try and persuade the other person.” The real key is to determine whether the person or company you are speaking to has a genuine need for your product or service you are Selling.
If they do not, then your best strategy is to move on to someone who does needs what you are Selling or want the solution you are Selling. Even if a company could enjoy from your product but they are reluctant to give you the
opportunity to discuss, your time is better spent talking to other companies.
(3) Price is the primary reason people make a buying decision. I will never dispute that price is a factor in the buying process. But it is not usually the primary reason, unless, of course, you fail to establish the value of
products or services you are Selling. If you don’t show how your solution will help your customer. Price will become the default decision-making criteria for the buyer.
(4) A technique that works well for one person will work for everyone in Selling. Countless books are wrote about one sales strategy or another and I have read many of them. I have discovered that we all have our unique personality and what works well for someone may not work as
for us. But, instead of discarding that particular idea you
should look for a way to integrate it into your natural style and approach your Selling that way.
(5) It’s critical to close the sale as soon as possible. This is one of the craziest beliefs. Yes, it’s important to move people towards a buying decision. Yes, it is important to gain commitments along the way. Yes, it is important to include a call to action in your proposals and conversations.
But, it is also important to recognize that not every sales decision made. Decisions can delayed for many reasons. In certain situations, trying to rush the customer to a commitment will cost you the sale.
(6)Close the deal at any price in Selling, too many people feel they have to close every deal. Even if it does not make good business sense to do so. I have spoken to
countless sales people who will accept a deal that has no margin just so they can get the sale. I recall talking to a store owner who matched the prices of her competitor to prevent people from going to her competition. But, this seldom creates loyalty and only conditions that customer to continue asking for a better price.
Decisions like this cost you or your company money. If you are not making your desired gross profit on a particular sale. Then you need to consider whether it makes good business to accept it in Selling. I know small business owners who will offer large discounts. To a large company in the hopes of generating extra business from that client in the future. Unfortunately, they end up giving away their
services and expertise because they don’t get any more business from that company. They neglected to negotiate an up front agreement, Selling.
(7) Do whatever it takes to get the sale. Manipulative, aggressive, high- pressure sales tactics works in Selling. But, they don’t create loyal customers and clients. You may win the sale, but in the long run, you will lose the customer. I once had a seller state, “I don’t care what my customer’s want, I’ll sell them what I need to hit my quota.” Ouch! Not Selling.
Every sales professional will take serious offense to this mentality and type of behavior in Selling.
Focus on helping your customer make an educated buying decision that is Selling. Concentrate on asking high-quality questions. Positioning your solution and these myths will not affect you in Selling.
“Life is what we make it, always has been, always will be.”
– Grandma Moses