Many salespeople have come to accept certain myths as though they are truths. These sales people needlessly limit themselves by buying into ideas that just aren’t true. Let’s arm ourselves against accepting roadblocks that don’t exist. Here are a few examples. Can you think of any others? Please let us know, we would love to hear from you.
Selling = Telling
Have you been forced to endure a fast-talking, slick salesperson trying to sell you something you don’t need? It doesn’t work when you’re buying and probably won’t work when you’re selling. How do you feel when someone doesn’t listen and doesn’t answer your questions; because, they are doing all the talking? Make sure you’re not doing something to your prospects you wouldn’t want done to you.
The budget is the most a customer can spend.
Think about this. It’s late July. The temperature and humidity are both 99. Your air conditioner breaks. Do you have a budget specifically for AC repairs? Suppose you have $500 set aside for home maintenance and the cost to fix it is $725. Bet you find a way to come up with the extra $225. Why, because the situation is urgent. The budget excuse works because your prospect does not see what you are selling as urgent. Fix that and the budget issue magically disappears.
Customers always want the lowest price.
Nothing could be further from the truth. Is it always the case when you are the customer? Just look in any parking lot. Is it full of the cheapest cars? No! If price were the only consideration, more than half the cars you see in the parking lot would still be on the showroom floor. Price becomes less of a factor when value is understood. Help your prospects and customers understand why you are worth the difference!
The customer is always right.
Customers may think that way, but customers may not have all the information needed to make a sound decision. Our job is to help them make a decision based on facts, not assumptions or prejudices. Generally speaking, educated customers are good customers. Let’s be sure we’re doing our job to help them make better decisions. If we do that, our own success will surely follow.
The worst thing a customer can say is “No.”
It’s certainly not the best answer, but is far from the worst. “No” is actually the second best answer you can get. The natural response to “No” is “Why not?” Now you can discover the real concern. With “No”, you have something to work with. “No” enables you to search for alternatives. Remember some prospects are not a good fit for what you are selling. The need may not be there, or the timing may not be right. Either way, the sooner you discover whether you have a qualified prospect or not, the better.
Cold Calling and Prospecting are dead.
Who in their right mind believes this? The surest way to have the sales well run dry is to skip or delay the constant process of prospecting. The need for prospecting is as strong as ever. The means of prospecting have changed dramatically with, among other things, the advent of the Internet and social media. If you stop prospecting, your sales eventually stop. If you prospect the same old way your sales eventually stop. Don’t let your sales stop. Always be prospecting!
Salespeople aren’t needed anymore.
Even with the transformation brought about by the Internet and social media, there will always be the need for a salesperson who serves as a resource for his or her prospects. Relationships still count. Providing helpful and unique solutions always separates professional salespeople from mere peddlers. Are you a trusted resource for your prospects and customers?
Prospects don’t trust sales people.
Undoubtedly true, provided your definition of a salesperson is one who looks out only for him/herself to the detriment of prospects and customers. What prospects don’t trust is a stranger. The question is, how much of a stranger are you to your prospects and customers? Here again, being a valued resource for them ensures you are both needed and trusted.
We hope debunking these myths helps you think about selling in ways that are more positive and rewarding. Have you been fooled? At the very least, we hope some of these selling myths might lend themselves as good discussion points for you and your team. Can you think of any others? Please comment. We’d love to hear from you.