SALES
M
any people have preconceived ideas on Getting more out of fewer phone calls and meetings
how salespeople behave, most of which is better than saturating prospects with a general
aren’t very flattering. By working in a very message.
competitive arena, it’s incredibly easy to
have your attitude poisoned by the nega- MYTH: Selling is totally unpredictable. The
tive culture surrounding sales. ebb-and-flow of the sales can stress even the
most hardened salesperson. Unlike what some
Thankfully, not everything you’ve heard people think, periodic dips aren’t set in stone.
about being a good salesperson is accurate. If you come up with contingency plans, and
By ignoring the following stereotypes, concentrate on long term goals, you’ll outshine
you’re preparing yourself to become a better competitors who are too busy focusing on the
salesperson, and someone who defines a current downturn to plan for potential slumps.
selling style that fits your own work habits and
With every $300 coffee or
personality. MYTH: Salespeople have to be thick-skinned. While
it’s true that rejection is a natural part of sales, you don’t
office products order,
MYTH: There is an “art” to the sale. Saying the have to let it affect you as a person. While many salespeople
you can now get soda,
right thing at the right time doesn’t automatically armor themselves against rebuffs, you don’t have to become
influence your customer to place an outrageously large callous or unbearable over time. Instead, view rejection as an
snacks, water, or gas...
order. It’s important to be professional, informative, and opportunity to learn from your setbacks. Keep a file of lessons-
enthusiastic, but the manner in which you speak isn’t always learned to avoid repeating mistakes. If you turn rejection into a
the most important part of the equation. Active listening positive, you’ll be happier and more productive in the end.
and establishing relationships will get you much further
than non-stop talking. Clients need to know that you are MYTH: Salespeople can’t climb the ladder. In fact, 85% of
truly interested in their questions and concerns. This bond, America’s company leaders, corporate presidents, and CEOs were
developed over time, is the key to successful client relations. once salespeople. They learned valuable skills on the road that
shaped them into who they are today.
MYTH: Selling is solely a numbers game. Granted, numbers
are important, but being bogged down in call volume Debunking stereotypes about sales will not only make you and
without concerning yourself about call quality doesn’t help your team better salespeople, you’ll become better colleagues as
you exceed quota. Concentrate on qualifying appropriate well.
leads by asking good questions and finding solutions to their
Call 800-368-0808 or
problems to build lasting connections with potential clients.
Adapted from 6 Common Sales Myths by Anthony Parinello
email info@joeragans.com today!
 ThinkBusiness Click Here for Table of Contents April 2009 
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