Like any industry or profession – there are certain stereotypes and assumptions. Jocks aren’t too bright, accountants are dull, programmers are nerds,actresses are bimbos and doctors are benevolent. There can be a kernel of truth; let’s face it these misconceptions start somewhere.
Salespeople and the sales and marketing industry are no different. I’ve identified 9 “myths” or misconceptions about sales/selling and salespeople that you should ignore.
1. Selling is about tricking someone to buy something they don’t want or need. No. Call that behavior what it is. Deception or coercion. Selling is ALL about meeting the needs or wants of a customer with a solution or product. I know it sounds too simple; but that’s really it.
2. Sales people have to be outgoing and chatty. Well, no. There’s no such thing as a “sales” personality. That’s like saying someone is a natural born janitor.
3. Sales/Selling is hard. Well, it can be if you don’t understand how to attract clients who want what you offer, but the actual tactical steps are easier than lots of things – like programming or geometry or giving someone an injection. We assume that other professionals train to be good at what they do – but that selling should come naturally. Why?
4. Sales people only care about making money. We all want to be compensated for our work – and sales people are no different. A good sales person (or business owners who sells) cares about the client first because they know sales will naturally follow.
5. Everyone is a potential customer. This leads many who attempt sales to frustration. Targeting your market is critical to sales success. Lot’s of small business owners are so eager for business they attempt to scatter their sales message to anyone who will listen. Get your message in front of people who are in your target market and your chance for success will increase dramatically.
6. Sales in a numbers game. If you knock on enough doors (who really wants to do that anymore?) you’ll make it big. Unfortunately no. Unless you’re a girl-scout selling cookies, you’re likely to be ignored and if you just waltz into someones place of business – it’s doubtful you’ll get past the front desk. Spend some time developing a strategy to get in front of those who need you – and respectfully connect with them.
7. You have to be a people person. Whatever that means. These days many people market online from their kitchen table. It’s not that they don’t like people, but you don’t have to do the face to face thing.
8. Online marketers are spammy and can’t be trusted. Like anything – there are some who are less than ethical or just downright rip-offs. But many work very hard to build rapport, trust and over deliver to gain the confidence of loyal clients.
9. Selling is only about price. It’s about value. If price were the only consideration, no one would pay $200 for jeans or $1600 for a purse or $18,000 for a motorcycle. Make your product or services more valuable to me and I’ll pay extra. We all do it. There’s no reason it won’t work in your business.
Don’t let these myths or misconceptions prevent you from having sales success. Take the time to understand your market, and get your message in front of the right people. For more tips and specific steps, sign up for my e-newsletter – it’s full of easy-to-do actions that you can implement right now.
Coming over from SITS.
For me sales isn’t for everyone. But these points are definitely valid. I think for the one about you have to be a people person or know how to communicate well is for customer service. If by phone, email or in person you have to have some people skills. You can usually tell when someone is having a bad day or isn’t feeling their job. It can really drive me crazy.
Good and true info. Thx much for writing this article.
Glad you liked it.