World's Most Dangerous Sales Myths

BNET TalkbackShare your ideas and expertise on this topic

Subscribe to this discussion via Email or RSS

•  
  1

  taclark

  11/03/09 | Report as spam

  RE: World's Most Dangerous Sales Myths

  Re Myth4:
  
  I can personally vouch for this one. I've made a few hard sells that my gut instinct told me to avoid at all costs, but the lure of the dollar was too great. Now we have a few clients that are almost impossible to deal with and I highly doubt that I've turned them into advocates for our firm. Not to mention that my support team still gripes about these clients...Do yourself, your coworkers, AND your client a favor - know when to walk away.
  
  Re Myth 1:
  
  Confession time: The worst line I've heard.... "We bought this and never use it. But I KNOW WE NEED XYZ, is there a way we can trade or just get that add-on for free." What in the world was I doing during the qualification and needs analysis stages? The $$$ signs must have been especially glimmering on those days...

•  
  2

  adskan

  11/03/09 | Report as spam

  RE: World's Most Dangerous Sales Myths

  Myth 4: We have changed that myth to 'The customer has a right to be heard.'
  
  Demanding customers with unrealistic expectations can and will hurt your business in the long run.

•  
  3

  Probotics

  11/03/09 | Report as spam

  RE: World's Most Dangerous Sales Myths

  Add on to #2: The customer only thinks he's always right.
  - So does the sales rep.
  
  One or both of you are probably wrong.

•  
  4

  Cfrancis

  11/03/09 | Report as spam

  RE: World's Most Dangerous Sales Myths

  Great article! In www.honestysells.com we wrote about the Top 10 sales lies that we make to ourselves (chapter 4).One of those lies is "Treating Prospecting as Something you will Outgrow eventually". I think this could be a myth as well. Sales people who don't prospect are always at risk of failing!
  
  Colleen Francis
  www.engageselling.com

•  
  5

  Geoffrey James, Sales Machine

  11/03/09 | Report as spam

  RE: World's Most Dangerous Sales Myths

  Re Note 4:
  Quote: "Treating Prospecting as Something you will Outgrow eventually
  
  Reading this was a ROFL moment for me. Very clever.

•  
  6

  JacquesWerth

  11/03/09 | Report as spam

  RE: World's Most Dangerous Sales Myths

  Geoffrey:
  
  Congratulations on an Excellent article.
  
  Now if you could envision how a top producer might turn all those points into action steps you would get an understanding of a new sales paradigm.
  
  Example: Temporarily disqualify prospects who are not ready, willing and able to buy now.
  
  Call them every three weeks until they are ready, while building favorable front of the mind awareness in one minute increments.
  
  Do that with a highly targeted prospecting list and and about 80 percent of your calls will be warm-calls with people who are glad you called. Each time you go through your list a higher percentage will say YES.

•  
  7

  Just Once

  11/04/09 | Report as spam

  RE: World's Most Dangerous Sales Myths

  I appreciate that you not only identified 5 myths, but you wrote the dangers and the correction of the myth as well.
  
  Thank you and I look forward to going to your other commentators websites and seeing their information too - always good tools on BNET...

•  
  8

  DonDuguid

  11/04/09 | Report as spam

  RE: World's Most Dangerous Sales Myths

  Re Myth 2: Our view is based on the principle that: "The customer is NOT
  always right; but he/she has the Right to be Wrong!" This allows the sales
  professional to avoid anger based on frustration and to be in the right
  mindset to help the customer correct their perception.