From the effectiveness of cold calling to the trustworthiness of a salesperson, there are a lot of outdated and widely-propagated misconceptions about sales out there.
Let’s take a look at six of the most common sales myths and why they’re wrong.
Myth #1: Salespeople are Born, Not Made
False. Sales skills can be acquired, and success in sales doesn’t depend on having a certain type of personality. Sure, being naturally perceptive, friendly, and empathetic can help, but those qualities can also be learned. What’s more, the best salespeople develop their skills with time and figure out a way to use their specific skill set to fit their sales process.
Myth #2: Sales Involves Lying
Absolutely not. Sales is about creating and nurturing relationships with prospects. Any good salesperson knows that to engage a prospect, they need to think like one. The best way to make sales is to help with genuine intent, not to deceive or manipulate.
Myth #3: You Should Never Take “No” for an Answer
No way. Yes, there are times when it’s worth persisting, but you need to know when to draw the line. Respect your time, energy, and efforts and make better use of them.
Myth #4: It’s Completely Your Fault If You Miss Your Quota
Nope. Salespeople are only partially in control of hitting their quota. Missing your quota doesn’t necessarily reflect on your ability as a salesperson — it’s a sum total of the work culture, product quality, marketing strategy, sales strategy, management, and economic factors beyond your control.
Myth #5: Sales Is a Numbers Game
Not at all. The number of calls you make doesn’t matter. The quality of your prospects does. Don’t waste your time and energy trying to contact every single prospect on your horizon. The key is to contact and build relationships with the few prospects that matter — the ones most likely to buy your product or service.
Myth #6: Sales Is All About the Money
Making money is an important part of sales, but it’s not the only thing. Every successful salesperson knows that success comes from understanding the customer, building relationships, and providing value. It’s about understanding the customer’s needs and providing a solution.
As a sales leader, it’s important to recognize these myths and understand why they’re wrong. Knowing the truth about sales will help you and your team become more successful and better serve your customers.
