Many sales myths portray the ideal salesperson, which can give the wrong impression to newcomers. But what are the biggest myths, and how do you differentiate between myths and reality? Let's dive in!
#1 - If You Are a Seller, You Can Sell Anything
Well, that seems to be highly unusual. At least in my practice, I would acknowledge that as a myth. Even the most powerful and successful salespeople fail sometimes. All leads are different - because they're human - and that's why the same approach doesn't apply to all. It also depends on what the salesperson is trying to sell. Often sales reps specialize in a few products or services which they master and sell with expertise. Being able to sell anything to anyone would be almost impossible and is more likely the exception to the rule.
#2 - The First Impression is Crucial
Of course, the first impression is of significance, but it's not crucial. It depends on the case and situation. For instance, if it regards small sales, it can be of the utmost importance since the communication between you and the potential customers usually is short-termed. But when looking at bigger sales, there is no significant correlation between call openings (first impressions) and successful results.
But, but, but... Don't overlook the importance of manners and politeness when making your first impression and during the on-going conversation. Reminder: Every customer is important for your business!
#3 - Sale Skills Are Something You Are Born With
You'd be surprised that this actually affects many salespeople. If you're convinced that you have to be born with the skills, you don't give yourself any room to fail - and that's something every salesperson does at some point. Being a sales representative is like any other profession, which requires hard word, studying, training, continuous improvement, and growth. Don't think that the ''sale talent'' just appears from out of nowhere. It needs to be developed and purified all the time. No one can rest on the laurels when it comes to sales.
#4 - Call Scripts Make You Sound Like a Robot
Many companies and call centers are using call scripts to ensure that the agents do not misinform the lead and streamline the sales process. Using a script as a guideline when making a sale makes you sound like a click-and-play recording isn't always true. It depends on how you're using it.
The problem occurs when you provide your agents with a script without the proper training beforehand. Instead, educate your agents as much as they need and use the script as a guideline instead of a "text to speech"-solution. The script will then work as a safety net, which your agents can always look at when in doubt.
Creating the perfect script can be tricky, but it can help make your agents feel safer and more comfortable on the phone and eventually give you happier employees.
#5 - Focus Only on Your Big Customers
If you want fewer customers, you can try to follow this strategy, but don't expect too much rise in your revenue. Why your revenue might be affected, you ask? Because big customers are harder to get in touch with, and the closing process takes way longer.
When you're just focusing on big customers, you put all your eggs in one basket. Imagine that one of your much appreciated, big customers decided to stop buying your product or churned. Acquiring both small and big customers is crucial for your business. You have to treat every customer as your most important customer. After all, they're your only income source, so why would you neglect any of them?
And... Did you ever consider that more customers = more people = more opinions = more reviews? Word of mouth is one of the most important and trustworthy forms of marketing, and this will enhance your chance of receiving exactly that.
#6 - The More Calls You Make, The More Sales You Make
Many calls do not mean many sales. You can make hundreds or thousands of calls and have 0 new customers in the bank at the end of the day. That's not only demotivating but also a waste of resources.
Yes, sales are about numbers, but making it a goal to reach XX numbers of calls per day is ineffective. You might lose focus on some potential customers who are highly interested because you're sweating just thinking about reaching the number of calls you have to make. Instead of making 80 quick calls to get it over with, try to make 30 quality calls where you really focus on the customer, listen, and take all the time you need. I'm confident that it will provide you with more sales compared to the quick route.
#7 - Only Extroverts are in Sales
Many people still believe that salespeople are extroverts; easy to talk to, and social personalities. In many companies, before hiring a sales rep, managers ask for a personality test to identify if they're dealing with an introvert or extrovert. There's just one thing: Not all salespeople are extroverts!
Being a good salesman is about consistent learning, improvement, and growing - like any other specialization. Being an extrovert might work as a nice bonus for you, but there is an incredibly large number of salespeople that are introverts and still ace the sales job.