One of the activities I’ve watched Mike carry out in sale training is a word correlation game. He gets everybody to get their pens ready and to be ready to write down the first word that comes to their mind about a particular topic which he is about to share. It can be a good word, a bad word - it can even be a swearword if it needs to be, just write the first thought that comes to mind when you hear the topic. Here it is…
Common answers include pushy, sleazy, carshark, liar, talking, suit and tie. This is a sad reflection of one of the most vital roles in all of business. Sales reps have a really bad rap because they are correlated to carsharks and door to door salesmen and the reality is that this is a myth. Here are three top myths about salespeople - and their mythbusters.
Myth #1. To be a good salesperson you have to be able to talk a lot.
Truth. The most important part of sales is your ability to listen and serve. Although salespeople are often talkative people, it is more because they like people and are interested in them than because it is key in the role. The greatest salespeople know how to get the customer talking, and sharing the things which are relevant to the products and services they provide. All this requires is a genuine interest in people and desire to help them meet their needs - aka a great set of questions!
Myth #2. Salespeople are sleazy and tell lies so they can get your money.
Truth. Good salespeople are in their role because of a genuine desire to make a difference to people with the product and/or service they happen to be selling. They know how it can change lives, add value, and serve you, the customer. They’ve seen the effect it’s had on dozens, hundreds and even thousands of other people, and they want to share that goodness with people who need it.
Myth #3. Salespeople spend most of their days drinking coffee and talking.
Truth. Although many salespeople drink coffee, it’s not essential for survival in a sales role. (Some sales reps might disagree with me on this point!) The coffee is a tool which helps find a point of connection with the client - sharing a coffee, the weather and current relevant news shows that you have points of connection and genuinely care about the person you are meeting with rather than just wanting to sell them something. A good conversation has a number of elements which include genuine interest, points of connection and sharing information which the other person may not know and may be useful for them.
Sales starts in your head. Your mindset determines who you bring to a meeting. Do you see yourself as someone who is useful, helpful and willing and able to make a difference? If you related to any of the myths up above, we encourage you to take a moment and think what other myths you really need to bust to help you have a positive mindset about the sales role. If we can help in any of this space, give us a call. Here’s to your success!