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Section:: Miscellaneous Articles < Archives > |
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The Seven "Myths" of Sales Success! It's no secret: Most sales professionals are unhappier and unhealthier than ever before. Why? Because they're operating in hostile, unwelcome selling environments where many of their customers are out for blood! There's no denying it: The average consumer is bombarded with more sales messages than ever before: billboards, radio commercials, TV, magazines, the list goes on. And whether you're a small business owner, retail clerk, dentist, lawn care specialist, chiropractor, hairdresser, CPA, or door-to-door magazine salesperson, there's something you need to know: Yesterday's sales training no longer applies to today's fast-paced environment. What once worked for your predecessors won't work for you! In fact, some sales trainers promise results that can't be delivered in any 21st century selling environment. If you're planning on investing in any new programs, at least know what you're getting yourself into... Here are a few "myths" you DON'T want to learn in any new program: Myth #1: You need to be a "good talker" Otherwise known as the blabbermouth syndrome. Blabbermouths don't sell; they merely annoy people into handing over their money. They assume if they can fill every second of silence with useless (or useful) chatter about how great their products are---then every objection in the prospect's mind will magically disappear. This isn't selling; it's irritating. Anytime a salesperson is talking, the client is formulating objections. That's just the way the human mind works. Anytime a salesperson is listening, the client is probably still formulating objections...but at least the salesperson will have an idea about what those objections might be. Myth #2: You need to be a "good listener" Most salespeople are good listeners...but good at listening for what THEY want to hear! If you say to a salesperson: "I really want to buy your product..." Chances are they'll hear every word. But if you say to that same salesperson: "Oh, I've changed my mind...I don't want to buy this product." You'll suddenly notice their eyes glazing over as they hear something completely different than the words that came out of your mouth. Many sales trainers teach their students to ignore objections and to listen instead for psychological "hooks" or "openings" that the prospect may either verbally or non-verbally pass along. The salesperson is then taught to use these hooks to manipulate or cajole the prospect into buying what he or she has to offer. Does this approach work? Of course it works. It's worked for hundreds of years with interrogators and psychological bullies. Does it work over a long-term relationship with your client? That's something every professional salesperson should be asking themselves. Myth #3: You need to have a lot of self-confidence You only need a lot of self-confidence when you don't know what you're selling. If you "think" you're selling a food dehydrator or an insurance package or cars...well, then, of course you need a lot of confidence. (It takes confidence selling anything you can't really sell). Once you know what you're really selling and gain some skill in selling it over and over again, you'll never even consider needing any confidence...you'll just BE confident. continue... All articles published on EthanCote.com are copyrighted by their respective author. They are not to be taken without the consent of the author. |
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