The Five Sales Call Myths

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  L10_Chris07/16/07 Report as spam
  1

  Dah!

  What sales professional with any tenure doesn't acknowledge these "Myths?"

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  Java323207/16/07 Report as spam
  2

  Re: dah

  I agree with Chris. This article really did not offer anything of value. It only pointed out things that you pretty much learn your first day on the job.

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  cessien07/16/07 Report as spam
  3

  WE OUGHT TO BE REMINDED OF THESE MYTHS

  Just as Chris and Java have concluded that the above article is a 'must know' for any sales man worth his salt, its however not the case. It seems to me that the purpose of the article was to reinforce our thinking regarding these myths which we "ought to know" and which in most cases, we forget to remember and thereby "torpedo" a closing. I give this article a pass mark and would recommend similar reinforcers.

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  Geoffrey James, Sales Machine07/16/07 Report as spam
  4

  Basics

  There are plenty of sales pros who still slip into these dysfunctional behaviors -- particularly the "lecturing" behavior. Given the ubiquity of PowerPoint, there will be constant temptation to give canned presentations, especially since you can pretend that skipping a few slides and adding some extra patter is "customizing." (It's not.)
  
  Plenty of sales pros also go into MAJOR arm-twist mode when they're behind on their quota and the end of the quarter is drawing near. Furthermore, most of the "sales scripts" that I've seen have a inquisitional flavor to them and the tendency to make a sales call into a social call is endemic; just ask any customer!
  
  I'm not denying that the post covers basic stuff. But there's value to reviewing basic theory, especially when it tends to get forgotten in practice.

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  rickspulito07/17/07 Report as spam
  5

  What IS surprising...

  What is surprising is how many "sales pro's" seem to forget or ignore the customer's agenda...instead getting way ahead of themselves by focusing on product attributes (functionality, features, what's new, etc) or by leading on price. Sure the "myths" are so obvious that everyone should know them, but it is frightening how many sales reps go off in the wrong direction. A good reminder for all of us, particularly those who are charged with developing and coaching these lost souls of sales.

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  brandbuddies@...07/27/07 Report as spam
  6

  Guilty as charged..

  Personally I think that the description of mistakes made is useful. I find that I can go down any one of the routes described from time to time. By accepting the fact that this does in fact happen from time to time means that any further communication with the prospect is clean, honest and sincere. The prospect will after all make similar mistakes from time to time and will therefore appreciate a following conversation which does not attempt to gloss over the fact that the wrong approach was used.
  
  Best regards
  
  Robert Wright
  
  New Business Director
  
  www.brandbuddies.se