Mythology of selling

 

 

     Having selling principles in your memory and you will be on your way to becoming a successful salesperson.   But from all these experiences we have garnered some perceptions of selling and what it is like. Most of such perceptions are myths. Many people shun selling careers because they believe in the mythology that surrounds sales jobs.  We would examine and debunk these myths.  From the following factors below, we will be able to have a better idea of what selling is all about.

i.                     Salespeople are born, not made:

The saying goes "salespeople are born, not made" has caused untold damage because it leads the uninformed to believe that all you have to do is to grab some film's sample kit and go to the field.  If one is born a seller, then success will quickly follow and if is not so endowed, it will quickly be found out. This is pure nonsense.  Such people are usually doomed to failure before they make their first call.  Selling is a complicated art, which takes several years to master. It is incredible to observe the egos of many would-be salespeople.  An accountant must be well grounded in his/her profession, must be well trained for many years and she/he will be chartered to practice the profession efficiently. Then, he can be considered proficient.   No, so the "born seller" is a superhero who can give the product a quick once-over and sell it right away. This attitude gets neophytes into trouble quickly. They learn the hard way that they must study and practice their activities, just as other professionals must before they gain proficiency.

    The principles of salesmanship can be taught and learned just as surely as those in other professions. In other occupations, such a student is not a skilled practitioner without a wholesome amount of practicing experience. But he becomes adept much more quickly by absorbing the principles and not by attempting to learn entirely by trial and error, a method likely to be rather rough on both parties.  Psychologists tell us that we are molded more by our environment than by our heredity.  However, it is possible even to alter personality by training, some assert that environment and training can materially raise one’s I Q. Anyone aspiring to a career in sales should be heartened by the saying “ nearly everything essential to selling success can be acquired, assuming normal physical and mental assets. Then, the old assertion that salesmen are born and not made is no truer of salesmen or saleswomen than singers or artists, perhaps not nearly so true. Though, people that are averagely endowed can become salespeople if they are willing to put forth the required effort, even if they could never hope to become great athletes or artists.

     According to those diehard persons who cling to their beliefs about the generic foundations of selling skills, the best answer is found in the experience of eight well-managed corporations which have been trained for many years. It has been demonstrated over and over again that trained salespersons can far outsell the untrained ones.

        Myths two:  Successful salespeople are good talkers.

You have to be glib to sell, whatever way, good salespeople are good listeners. Selling is the art of asking the right questions-questions that will allow the prospects to think that your sales propositions will solve the prospecting problem.

 When the customer talks, you gain several advantages.

Ø   You learn what the customers want.

Ø  You learn what the customers are thinking about.

Ø  You learn what the customer likes.

Ø  You have time to think about the sale and develop some ways of satisfying the prospect’s desires.

Ø  The customer feels that you are trying to learn about his/her problems and respond to them with specific recommendations.

       The most salient point, the customer feels important when you the salesperson talk:

      Only you feel great, the customer is apt to get bored.

      You are not learning much that will help you get the sale. But learn how to get the customer to talk with you. The entire school of selling has been built around asking questions and letting the prospect sell himself. This is known as” consultive selling.

       Myth three:  Good salesperson can sell anything.  Many industrial salespeople would do badly in retail selling. A person who is good at selling used cars does not mean that the same person can be able to sell planks with equal success. Successful salespeople seem to love the goods they sell.  You should find some goods about which can develop enthusiasm. If you don’t like what you are selling, then stop selling it and think of another thing you can have the joy of selling.

      Myth four:  Good salesperson can sell to anyone.   A knowledge-based salesperson doesn't even try to sell to anyone. A certified salesperson spends time with good prospects-people or companies that need their products and equally can afford to pay.

   A salesperson who insists on trying to twist the arm of some poor persons who neither need the goods nor can afford them is not a salesperson but a con artist.

   Myth five:  Selling is one long life of fun, games training, wining and dining:   Many salespersons must travel, but most don’t, since industrial selling is largely concentrated in large urban centers, the amount of traveling by the average industrial salesperson is modest. A bit of entertainment is required in selling jobs.  Unquestionable entertaining some prospects and customers is a good business. Nowadays, the absurdly high costs of entertaining have limited the amount of entertaining most salespeople do.  In addition, bribery and buyer-seller, relationships are now carefully scrutinized, the seller is being far more discreet, and many buyers discourage salespeople who call upon them from entertaining.

Tax registrations have gotten an impact; the income tax people dislike the fact that some taxpayers have been overly extravagant in entertaining customers. Most salespeople who must do a lot of entertaining, report that it gets to be a burden.  By the way, spending a night out on the town may sound like fun to them but they don't have to do it, even entertaining can sometimes become dangerous to your health.

    Myth six: Good salesperson never say no to an answer.  No salesperson that makes sales every time. People will turn your proposition down if it is wrong for them. At times, people who look like prospective clients for your goods really won't be. Don't think you are a failure when someone refuses to buy your goods.

    Myth seven:  Locker room syndrome, don't think a successful salesperson does most of his business on the golf course, at ball games, or around the poker table. The image created by the hard-drinking, sports lounge has permeated the sales world for years.

And it is largely nonsense. Many women sell industrial goods by calling on the right people in prospective companies and selling on their merits. 

   Myth eight:  Selling is a bag trick, though, a lot of selling technique is bound, but success is not merely a matter of mastering them. A sale technique may be unfashionable to Mr. A while if Mr. B adopted he may be able to use it successfully.  Though, the technique may not determine success.  Learn what works for you and what doesn't. It is due to the experience one acquired.

    Myth nine:  People don’t want to buy. The salesperson must discard the general idea that "people don't want to buy.  You as a salesperson must beat them over the head to make a sale. What a shame!.    There are companies and people who move around to buy goods and services.  To a large extent, your jobs are to locate such people and sell to them what they want. If people do not want to buy, most the salesperson would starve to death. There aren't selling their wares because of their talents but rather because of the market, and what they are selling.

   Myth ten: Get rich quick “illusion:  More often money will come to you after learning your trade and your territory, though, some people do make money quickly in selling. But don’t expect to be an immediate success in sales. Give yourself time to develop your selling skills and working habits.

                   

                        Mythology

Good salespeople are born.                                              Selling is a                                                                                                                           life fun and games.

   salesperson can sell anything.   People don’t want to buy                     

Good salespeople are good talkers. Selling is done in the locker.   A good salesperson never takes no to answer. 

                                                                                                                    A good salesperson can sell to anyone.   you can' get rich quick' selling.     Selling is a bag of tricks