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<< previous (CONTINUED FROM LAST PAGE) The Seven "Myths" of Sales Success! Myth #4: You need the ability to quickly size people up An old teacher of mine once said: "The fool is a master at judging other people and only the wise man is a master at judging himself." If you spend most of your time searching for your prospect's weakness and then exploit it to your own advantage, you may end up making the transaction, but there's no way in the world you'll ever make any sales. Myth #5: You need to "dominate" your prospect You probably know when you're being manipulated or lied to... most people have a sixth sense for this kind of treatment. Some sales professionals think they can fool their prospects with charm, flattery, and dramatic appeal, but these behaviors only mask the underlying motivation behind every word the salesperson utters. Kierkegaard said: "A fool can always find a bigger fool who admires him." But there is no bigger fool than the salesperson who manipulates and strong-arms his prospects. Most people are smart, they're not tricked by "covert" forms of subtle-persuasion. It doesn't matter how clever or disguised you think these kinds of strategies are: traditional sales methods send up an immediate red flag in the mind of every prospect you see. Myth #6: You need to be one step ahead of your prospect Here's a short dictum to keep in mind: Anytime you're one step ahead of your prospect... ...your prospect has fallen twenty steps behind you. Myth #7: You need special credentials Some people will waste four years at a university getting a fancy degree in sales and still not know how to sell. Think about it: Entering an expensive university program won't make you a salesperson anymore than entering a music store will make you a musician. The only credential you need for sales is the knowledge of what you're selling. When you know what you're selling and possess the specific skills of selling it over and over again---credentials or not---you'll know how to make the sale! About the Author Len Foley - If you'd like to learn how to *effortlessly* convert 25-30% more prospects into PAYING CUSTOMERS, check out my Free Report: "How Any Ordinary Business Professional Can Turn Into An Unstoppable Selling Machine!" http://www.nosuckersales.com 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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