5 Biggest

Myths

About Sales and Salespeople

Myt

h #

1:

Sale

s is

a N

um

bers

G

am

e

The T

ruth

The notion that sales is a

numbers game—a quantity

game—is as old as the hills

and as wrong as wrong can

be. A better way of looking

at sales is that it is a quality

game. World-class sales

organizations only pursue

and engage customers that

fit an ideal customer profile

and use an account list management sys

tem that allows the power of

concentration to improve

sales performance.

Myt

h #

2: The b

est

sale

speople

poss

ess

th

e g

ift

of

gab

The T

ruth

While it is important for

salespeople to communicate with customers, it is more

important for salespeople to

have superb listening skills.

Stephen R. Covey sums up

this concept nicely, "Seek

first to understand, then to

be understood." Using a

sales approach that involves

a comprehensive needs

analysis process is also a

great idea.

Myt

h #

3:

Buye

rs

like t

o b

e s

old

.

The T

ruth

Few have the time, energy or desire to participate in a sales

process that involves a

salesperson that is always closing. Buyers

care more about solving their problems

than participating in a

manipulative sales process that involves a

“power closer.”

Myt

h #

4: C

ust

om

er’

s

top d

eci

sion m

aki

ng

crit

eri

on is

pri

ce.

The T

ruth

While price is an important factor, ROI

tends to be a more important criterion. Simply put, the inexpensive option is

not always the best option. The old saying, “You get what

you pay for” is not forgotten by savvy buyers.

Myt

h #

5: Pr

oposa

ls

wit

h s

izzl

e c

lose

oft

en.

The T

ruth

Proposals with plenty of

sizzle and surprises close less often than no-

surprise proposals that

are preceded by proper

contracting tied to the

following elements: Customer needs Customer expectations

ROI expectations Investment availability

If you are a B2B sales consultant or

trainer and you agree with the

principles outlined in this post AND

you are looking to expand your

sales training resources, you should check out

The Center for Sales Strategy’s Part

ner Program. It offers proven sales training

resources that will help your

customers and allow you to earn

commission when applying them.