The kind of developments the Sales industry has over the last several decades, days of the glide the salesperson had is mostly over. A new paradigm of competent sales executives has taken root, whether it’s B2B tech sales or D2C.
However, many salespeople continue to rely on deception. The fact is that they are deceiving themselves rather than their prospects. While we all tell ourselves lies to some extent,
whether it is because we can not even acknowledge it or because it helps us feel better about our
conditions and issues, the falsehoods salespeople tell themselves can keep them from achieving their level best. Despite their best intentions, they act as a form of self-sabotage.
While it may be challenging, accepting the (often harsh) reality of our situations is the first step we can take to perform at our best. Admitting the truth is vital for everyone who wants to get
from where they are to where they want to be.
1. It is the marketing team fault
While marketing may not always be carrying its weight, a hardworking salesperson would never delegate the duty to someone else. Someone who takes their trade seriously will become a hunter, sourcing business through many channels and seeking chances wherever they may exist. It may be reassuring to blame marketing for all of our ills, but it will not get us
2. Competitors have better deals
Another way some of us “explain away” our failures is by putting too much blame on the competition and telling ourselves that our items are not priced competitively enough to win the
contract. While this may be true in certain exceptional cases, most businesses are priced according to market forces, and it’s unlikely they’d stay in business for long if they didn’t. The
competitors may occasionally win, but if you’re constantly losing transactions to them while your teammates are completing deals, you need to look at yourself.
This is a falsehood that most salespeople eventually grow out of, but generally, not before this attitude makes them lose a lot of deals. Even the finest sales presentations in the world would not clock the deal if the salesperson did not ask for the sale or, at the very least, explain the next actions and obtain commitment. Sales professionals tell themselves this lie because they are afraid of forcing a prospect to make a choice, yet if they can’t overcome their fear, they will not remain long in the competitive world of sales.
4. I know enough
Salespeople frequently believe that once they have mastered the art of closing transactions, they have finished learning. This is generally owing to misconceived beliefs about the profession.
Because sales do not need a specific degree, many of us believe that once you’ve learned the fundamentals, there’s little further to learn. In truth, great salespeople are constantly attempting
to learn new things, whether it’s about product expertise, new technology, or new sales tactics. Sales representatives who fail to adjust with the times will surely be left behind.
5. “I’ll change next month
At the end of the day, most of us understand what we need to do to achieve. But there’s a difference between knowing and doing and most of us are guilty of postponing the starting line
rather than making the necessary adjustments right immediately.
For example, a salesperson may recognize that they aren’t prospecting enough and that they need to incorporate a multi-hour prospecting sprint into their routine, but many would claim that they’ll begin the sprint the next month or next quarter, rather than today. This is not just a cop-out, but it is also a waste of time. The sooner you can pull the trigger and get started, the
the better things are moving, the faster you’ll get where you want to go.
6. This deal is going to close
It’s difficult to find a sales representative who hasn’t mentioned this at some point. We all tend to convince ourselves that each new business is a definite thing, especially when the
prospect exhibits interest and looks to be on the right track. That being said, if you’ve had enough sales experience, you know there’s no such thing as a sure thing in sales, at least not
until the paperwork is signed, money is made, and any rescission time has elapsed. It’s wonderful to know you’re on the verge of completing a major deal, and it’s one of the perks of
working in sales. However, if you don’t completely comprehend that a transaction isn’t concluded until it’s closed, then you’re in trouble.
“In general, salespeople don’t have a high reputation for honesty,” according to the Boston Business Journal. That’s a pity since honesty isn’t just the finest sales policy; it may also be the most profitable. You don’t have to lie to sell a thing. You may reach your statistics without bothering your conscience if you invest your time and effort in building long-term, honest connections and actual long-term value.
Be enthusiastic good sales begin and conclude with excitement and passion for the product or service being sold. You won’t need to lie to get others enthusiastic about a product or service if you’re passionate about it, use it yourself, and know it through and out.
According to Business Know-How, salespeople are frequently focused on beating the lowest attainable price, and hence fail to see the other reasons clients desire to buy from a firm. Customers, on the other hand, frequently opt to buy from organizations that provide long-term value, even if that value comes at a greater cost. Successful salespeople provide value to their clients’ encounters.