seperating sales myths & the truths

1.??????Myth:?“Sales is all about the money.”

?Truth:?“Money is useful for motivation early in your career, and it’s an important driver for sales professionals if earned as a result of successfully hitting targets. However, recognition internally, how you feel about yourself and being respected and trusted by customers to solve their needs, is more important. Leading by doing excellent work is also more important than money. Yes, money is part of the equation, but it’s not all of it.”

?2.??????Myth:?“To be successful in sales you have to be a sneaky, untrustworthy person.”

?Truth:?“The stereotype of a salesperson is that they are a crook that manipulates you into buying something useless that you don’t want. In fact, the most successful salespeople are the complete opposite: they have real expertise in their field and their product, solve real customer needs and develop long-term relationships.”

?3.??????Myth:?“Using a script makes you sound like a robot.”

?Truth:?“This is a very common misconception among sales reps. Or maybe it’s an excuse to avoid spending time learning and training. In reality, top sales organizations are usually the most consistent and structured in their customer-facing conversations. They identify best practices and incorporate them into training and onboarding reps. What usually makes you sound like a robot is insufficient preparation, which causes nervousness and prohibits you from listening to the customer.”

?4.??????Myth:?“Extroverts make the best salespeople because they are comfortable talking to prospects.”

?Truth:?“Cliches aside, the most important trait of a successful rep is their focus on being helpful. This often starts by listening thoroughly to what customers have to say in order to identify underlying challenges they can solve.

“Don’t be a crocodile salesperson with small ears and a big mouth; act as an introvert and listen.”

?5.??????Myth:?“The best salespeople have the gift of the gab

?Truth:?“The best salespeople are active listeners and understand the customer’s needs. When they listen more than they talk, the higher the chances of them addressing the real issue. It’s not about who talks the most, but who ask the right questions to drive the conversation.”

?6.??????Myth:?“In the automotive industry, there’s a myth around ‘tire kickers,’ or ‘time wasters,’ which is simply not true.”

?Truth:?“To think that someone would take time from a busy life to go and look at vehicles with no intention of ever buying a car makes no sense. It is an excuse made up by salespeople who have failed to manage the inquiry.

“The reality is that virtually everyone who inquires about a car will buy one from someone at some point. If not from you, then why not?

“Everyone’s a buyer, so if we treat all customers as buyers perhaps we will sell more.”

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