Sales is a tough nut to crack, as potential customers tend to hang-up immediately on hearing a sales pitch. Does that mean salespeople should hang up their boots?
Selling is an art of persuasion and persistence, and not everybody is gifted to convince. If you have stepped into the shoes of a salesperson, the first step is to believe in yourself and know that you are gifted.
Now if you’re not as experienced or deeply involved in the world of sales, you might have a few observations which can be surprisingly misleading.
Is sales all about closing a deal? Does cold calling actually work? Are Sales CRM software actually useful?
Let’s clear up some of these misunderstandings by learning about critical selling techniques to debunk the biggest sales myths of our time.
Myth#1 – Sales Focus Is to Generate Money
Truth: Yes, the purpose of selling is to generate income for a business or self, but the job doesn’t end there. Early on in a career, money is the prime motivator for salespeople to progress on their journey.
However, for a seasoned salesperson, recognition becomes a huge source of motivation. An experienced salesperson feels pride in solving his/her customers’ challenges and earning their trust.
The need to excel at selling techniques is just as important as generating profits.
Myth#2 – Sales CRM Software Is a Hindrance
Truth: Over the last decade, there has been a massive deluge of tech developments to make people’s lives easier. Yet, many of these were an unwelcome change for the actual users.
CRMs had a similar story, as even the best sales CRMs were deemed undesirable by most salespersons initially.
Today however, with the introduction of easy to use CRM systems, salespersons are rapidly discovering how advantageous it can be when they work with the best sales CRMs.
Nowadays, it has become an essential tool to maintain and strengthen relationships with a huge number of clients.
Myth#3 – Extroverts Have the Best Selling Technique
Truth: Being helpful is the mantra for a successful sales career. You don’t necessarily need to be the most talkative person in the room in order to make a positive impression.
In reality, salespeople who are able to listen to their prospects and understand the root cause of their problem often come up with the best solutions that help resolve the problem.
This not only wins the sale but eventually also gains trust and builds enduring business relationships.
Myth#4 – Sales Focus Is Always to Close the Deal
Truth: In today’s dynamic marketplace, the clichéd sales job has been redefined. Today, sales is focused on assisting and guiding prospects through the buyer’s journey.
You must understand the prospect’s pain points and their objectives, which enables you to create a custom pitch that offers a practical solution.
Subsequently, you win a long-term satisfied customer who will advertise your products/services in their network. Now, who doesn’t want that?
Myth#5 – Salespersons Can Skip Cold Calling
Truth: Cold calling, as outdated as it may seem, continues to be an important aspect of a successful sales strategy.
Nowadays, cold calling has been redefined to match the dynamic business environment with the additional filter of data that shows a person’s tentative interest in the product being sold.
Salespersons call up and get in touch with warm leads, i.e. prospects, who have shown an interest in purchasing a product/service on social media. This modification has redefined cold calling, making it way more effective and efficient!
With these myths of selling busted, we hope that you can take specific actions to engage, improve your selling technique and sell like never before.