How can you debunk common sales myths in your trainings?

The myth that sales is a numbers game has done tremendous damage, leading reps to prioritize activity over impact. But more calls and emails don't drive revenue - conversion rates matter most. Quality > Quantity. With insight and strategy, even a few, thoughtful conversations can yield results. It's time to bury the quantity fallacy so reps can adopt a more customer-centric approach focused on quality over quota. The numbers will follow.

All results come from practising and improving your skills , as is the case in all aspects of life. Would you want to be on the operating table for the brain surgeon who had just qualified. It is the same with sales, you may want what they have to offer but you did not buy because they were not experienced enough yet. So we all have to play the numbers game , however remember everyone is a person not a number, then you will achieve greater results by listening to what they want so you can meet their needs, or help them come a decision.

Sales isn't just about numbers, it's about meaningful connections. Quality conversations matter more than simply reaching a high volume of people. By focusing on building relationships and understanding customers, reps can achieve better results and create lasting partnerships. The misconception that success in sales depends solely on numbers has led many astray. Instead of chasing quantity, it's crucial to prioritize quality interactions. By shifting towards a customer-centric approach, reps can forge deeper connections and drive meaningful outcomes that benefit both parties involved.

It's important to note that sales won't happen without a certain level of activity. However, the right sales activities, focused on the wrong leads, won't convert as quickly (if at all.) Instead, it's best to focus on core skills that genuinely get results; stakeholder mapping, appropriate targeting/ messaging and making sure that you've got regular keep in touches/ relationship building activities to build and convert both long/ short term prospects.

This is only true once you've identified the right target market and communication channel. Know what works for a sizeable amount of customers, then amplify the effort.

Sales is more than a transaction; it's a deep commitment to understanding and serving a customer's needs. The best sellers don't just close deals; they open relationships built on trust. Their true drive? A genuine desire to help, to offer solutions that make a difference. It's not about pushing a product, but about understanding a pain point and striving to alleviate it. In this landscape, manipulation has no place. The pinnacle of sales is reached when we prioritize the customer's success as much as our own, forging partnerships that stand the test of time.

Sales is definitely NOT about manipulation! People buy from people they like and trust. That comes from developing a relationship where the needs of the prospective client are uncovered, focused on and satisfied. People who feel manipulated will never buy from someone who has forced them to come to that decision. This is the quickest way to sour that relationship.

Sales isn't about tricking people; it's about helping them find solutions. Building trust and understanding customer needs are the foundations of successful sales relationships, not manipulation. The myth that sales is all about manipulation has tarnished the profession's reputation. In reality, ethical sales practices focus on serving customers authentically, fostering long-term partnerships based on mutual respect and transparency.

Sales, at its core, revolves around earning the user's trust by assuming the role of a mentor or subject matter expert. It entails a deep understanding of their needs, pain points, and challenges, guiding them to comprehend the root cause of their issues. Through our product or service, we aim to address their problems collaboratively. This approach fosters long-term trust and positions us as a trusted advisor, transcending the traditional sales role.

Selling is about serving. Gartner, McKinsey and others show the trend is that customers are trying to research more on their own without talking to a sales person. The problem is, customers have more options than ever. Sellers that win long term, are those that decide to care about the customer and put customer priority first. Then, learn about them, needs, problems, constraints, and use their expertise in a their area to help the customer navigate all the options and make the best decision - for the customer.

As much as the imagery of a ‘lone wolf’ or ‘road warrior’ comes to mind when people think of a successful salesperson, the truth is that salesperson has to juggle and coordinate a lot to achieve that success. Oftentimes, that requires collaboration between the client’s organization and the sales person’s or amongst team members to achieve the sale. If a salesperson were a ‘lone wolf’, too many things would fall behind and hinder the progress of future success.

Sales isn't a one-person show; it's a team effort. Collaboration and communication within a team are essential for success in sales, as sharing insights and strategies can lead to better outcomes. The misconception that sales is a solo activity overlooks the importance of teamwork. Effective sales teams thrive on collaboration, where members support each other, share ideas, and collectively work towards achieving common goals. By breaking down this myth, we encourage a culture of cooperation that maximizes everyone's strengths and fosters a more dynamic and successful sales environment.

Though our KPI could be individual, but sales requires team collaboration. Let me give an example: Athletes participating in individual events such as 100m sprint or long jump require a team. The team pushes them further, coaches them towards the right direction and provides constant feedback to help improve. Similarly in sales, the team serves as the charging dock by energizing one another, sharing best practices and leveraging on resources.

How many top athletes just show up to a game and play? They practice daily, workout their new skills, watch game film to see what their competitors are doing. Kobe Bryant once said he may not be the best player, but he will outwork anyone. To become a top sales person, you must practice. You must exercise the muscles you need to be successful or you will stagnate. Having a growth mindset is what separates the great sales people from those that are mediocre. In training, I always debunk all sales myths right up front. It's the only way yo ensure the people understand that I have walked a mile in their shoes so I understand them. This also opens up for us to have candid conversations about what is holding them back.

Some people are just born sellers, goes the old adage! And nothing could be farther from the truth. Sales is a cognitive skill, and a skill that can be learned, improved upon and practiced. It must be practiced often or it will not continue to grow and develop. The best sales people are constantly looking to improve their skills and develop new ones in order to maintain their leadership at the top of their profession.

SALES IS A LEARNABLE SKILL From my two decades of active sales, I can confidently say that sales professionals are made, not born(barring a few). It's a myth that only naturally talented individuals excel in sales. With proper training, dedication, and hard work, anyone can develop the skills needed to succeed in this dynamic field.

Adaptability is key in the ever-evolving sales landscape. As products, services, and buyer behaviours continuously evolve, the ability to learn and grow becomes a competitive advantage. Successful sales professionals actively embrace change and foster a growth mindset, seeing challenges as opportunities for improvement. Learning from experiences, seeking feedback, and iterating on approaches propels them forward. In conclusion, Sales is a journey of continuous learning, adaptation, and improvement. The ONLY constant is sincerely understanding people's needs and showcasing how your product can help.

When the customer behaviour changes, we from the product side should adapt. The approach, process, skills, knowledge and attitude should also adapt accordingly. Customers are also more educated on the products (and competitors). They could be seeing more affordable options out there. Hence, it's important for us to constantly reflect on what could be improved.

Another myth in sales training is "Sales is about closing". Of course, we get excited and rewarded when close a sale. That's how we're being conditioned to think. Don't get me wrong- closing is important and there are other skills which are equally important too. The frequent we close, the faster we speed up the decision making process. This works very well for lower ticket items, but not when the sales involves complex parties, high value products and longer decision making (like procurement). Pay attention to the Investigation (Sales Discovery/Probing) process to really identify the needs and wants of the customer.