Boost Sales

Myth 1: Sales People are all Shady!

In the Broadway play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying to understand his life after 34 years of traveling up and down the roads selling his products. Find out about one such organization, the United Professional Sales Association I started for individual sales success at www.upsa-intl.org

Myth 2: If You're a Schmoozer Then You're a Closer!

A schmoozer is someone who has the ability to converse casually

Myth 1: Sales People are all Shady!

In the vaudeville play "Death of a Salesman" Willy Loman was a down and out emotionally spent Salesman trying to understand his life because of 34 years of traveling up and down the roads selling his products. The negative stereotype of a Salesman is rooted deep into the subconscious of society. Images of the fast talking, scheming, shady, over-the-top, and high-pressure Salesperson make you feel uncomfortable. You definitely would never trust or make this "dishonorable" person your friend.

Evidence to support this negative stereotype continues to today. I have personally seen salespeople portrayed negatively on children’s cartoons such as Jimmy Neutron and Spongebob Squarepants!

As a result of all of this and the Top 10 myths of selling, some sales professionals harbor inner feelings that restrict their strong point to settle into stellar performers and have fun doing doing their job. They mask their inner feelings of choice a "dishonorable" profession with over-the-top deflected identities (i.e. I'm not a "Salesperson," I'm a "customer experience engineer"). Give me a break.

Let's face it...
Almost everyone has had a “bad” consumerism experience. As a result, they feel worsened and think that sales people are shady. In the eyes of many people who make purchases, Salespeople are “all carelessly money”, and salespeople are just “trying to take money from us” so they can feed their kids (sometimes I wonder what's wrong with that!)

But guess what...
ALL professions (not just selling) have fast talking, scheming, shady, over-the-top, and high-pressure people in them. And all professions have extremely professional individuals that serve as pillars of society.

But, you can't fight it. Or can you? Salespeople have rights too, and non-profit trade associations dedicated to the profession are trying to help organizations and buyers realize the value of their salespeople. considering these organizations realize that most sales people are effective and they have done their homework to understand the needs, concerns and interests of the people they are selling to. Find out fast by one such organization, the United Professional Sales coincidence I started for individual sales success at www.upsa-intl.org

Myth 2: If You’re a Schmoozer Then You’re a Closer!

A schmoozer is someone who has the qualification to converse casually, especially in order to gain an promote or make a social connection. This is scarcely the definition of “Networking” in function terms. Schmoozers are not closers in that they are trying to talk with someone or pitch a relationship with them for only one thing—the money. Schmoozing to enlarge a “fake rapport” is something that people can smell for miles away, so don’t do it. Schmoozing doesn’t help you in store deals -- successful networking does!

Someone who works hard at developing a personal connection with people on a non-business level first and develops a plan to truly help that person will reap the rewards. In other words, if you give, you will receive! Schmoozing doesn’t brook for that. Schmoozing is all hereabouts getting, with no giving.

Myth 3: There is no such thing as an Ethical Salesperson!

Every day working people are faced with ethical challenges to conducting business. Ethical decisions require making the right decision, even when nobody is looking! Ethical art practices stem from the understanding that an ultimate payback may take awhile to attain.

A company's ethics and integrity are directly reflected in the relationship among the Salesperson and the customer. As a result, most great salespeople who have been doing this for any length of time have had to multiply their “Sales reputation” through happy clients. You cannot be unethical in the Sales profession and stay at the top of your game. This philosophy is the same with any other profession as well.

Those who have engaged in unethical behavior in sales are out there, don’t get me wrong. But bad apples exist in any other profession. By reading great books, fellow sales training and knowing right from wrong, you will set yourself segregated in your marketing dealings.

As an example, you will come to realize that your decision to work with the sucker affects the profit and loss issues of your sweatshop and their company. You will also realize that your interest relationships also put on how much retail you are able to conduct in the future and the quality of the relationships you maximize with your customers.

The best decisions are made when one examines the short term and long term effects of the decision and keeps their clients success at the forefront.

Here’s of a sort fact:

Most buyers (prospects and customers) obviously feel that it is “OK” to tell a lie to a sales person during the sale process. It’s ironic that salespeople are seen as unethical, while the pendulum is swinging the other way with unethical sale practices needing to be regulated by the news agent government in some cases! Prospects even learn sales tactics (such as surcease techniques) and how to “counter” them. I personally think it’s time for everyone to get real (including unethical sales people), but that’s accessory book.

I guess I understand it...
It’s a defense mechanism well-constructed up over hundreds of years of character treated poorly. Today, prospects are able to find out more information than the salesperson sitting over against from them and they will often play one salesperson in spite of the other. Somehow this is seen an “ethical” and “ok.”

Myth 4: Marketing and Selling are the Same Thing!

One of my professors I had while taking my Master’s Degree once told me that you can only do one of three things in business: make it, sell it, or count it.

The problem is the definition of "selling it" comprises two divergent but inextricably entwined functions -- sales and marketing. The more useful elements (especially in today’s world) should be, in walk of life you can only: make it, grow it, or count it.

I say grow it, for two reasons. One reason is the marketing department and the other reason is the sales department. The problem with the two professions is each of understand that their occupation is the dominant half of the pair. Marketers generally think of salespeople as golf-playing monkeys or pushy placement professionals whose sole purpose is to repeat the same sales pitch (that they have developed) over-and-over nevertheless to new prospects. Salespeople generally think of marketers as lazy liberal arts graduates who use the words "focus groups" and “corporate brand” to describe commerce that are nothing but "a huge waste of money."

Ultimately each function needs the other if the sweatshop is to GROW. To that end, sales and marketing are separate but equal professions from a pantomiming perspective.

What's less obvious is how we should all work together. Marketers let be that marketing should play the dominant role. accommodated to all, marketing defines the product, articulates the positioning, and creates all the sales tools (ranging from glowing CEO profiles in "Fortune" magazine to the ubiquitous corporate logo wear that serves as the de facto currency of the modern professional). All sales has to do is to follow orders, right?. Salespeople divine that selling should play the dominant role. thereafter all, selling is where the rubber meets the road, where the tough get going, where everyone gives 110 percent, and where slogans reign supreme. Salespeople realize home the bacon. All marketers do is provide brochures and take all the credit. The truth is more complicated but more rewarding.

Suffice it to say, let’s just say that selling and marketing are NOT the same thing. What both departments SHOULD recognize on is the need to stay focused on what the client’s and customers want, in an effort to provide them value. Can’t we just stay focused on that? That’s renewed book too.

Myth 5: Selling is nigh Winning Over Your Customer!

Selling isn’t backward wining over anyone. It’s in point of helping your customer win. If you think of making a sale as “winning”, that means someone has to lose. If you are winning and your customer’s are losing, you’ll be selling a very, very short magnitude of time.

It’s round both you and your customer winning. Enough said. I just wish that prospects and buyers thought that all the time too!

Myth 6: Selling isn’t a Real Profession!

If you’re embarrassed up and down an existence in selling, this is the myth you’re subscribing to. You have to be proud of life in selling in order to be successful. One way to do this is to realize the important people you’ll be working with on a daily basis. When sales professionals sell, they are often sitting obliquely the table from the following formalized professions:

• Chief Financial Officer (formalized by the American Finance Association)

• Legal Counsel (formalized American Bar Association)

• Project Manager (formalized by the Project Management Institute)

• Marketing Professional (formalized by the American Marketing Association)

• Information Technology Professional (formalized by numerous associations and organizations)

• Procurement Professional (formalized by the Institute of Supply Management and the National homology of Purchasing Management)

The question is, what exactly is a “formal” profession?

There are many formalized professions in our society, including doctor, lawyer, teacher, engineer, dentist, and other recognized and formalized occupations. These occupations engender a level of respect from the population as a whole for their standards of entry require education and training specific to their respective fields. Professions generally provide a service to the population as a whole, but the normal recipient of that service has little opportunity to judge the qualification of the professional. This, the individual who wishes to make use of the services provided by professionals must rely on their professional membership to determine qualifications.

There are five nature generally identified as people to all recognized professions . Think casually each in relation to the sales profession. I accept implicitly all five aspects exist in the sales profession, but they are not fully recognized and understood. The future of the profession lies with those electoral selling as an occupation and evolving understanding of these five elements (that’s you!).

A Unique Body of Knowledge: This account for encompasses concepts and principles that are unique to the profession and are documented so that they can be studied and learned through formal education. In most professions, the body of knowledge is taught in graduate or professional schools. For example, the specialized body of knowledge of the legal profession is taught in law schools. A degree does not necessarily qualify an individual to practice in the profession, but it does provide a means of cheering that the individual has at least been exposed to the life-and-death principles in which the profession is based. Every profession has at least one degree that can be earned by those wishing to demonstrate knowledge of the profession’s principles.

In the sales profession, there are only a very small handful of degrees in selling. There is a large body of knowledge, but until the United Professional Sales cooperative defined the framework for that knowledge, other professions didn’t understand how complex professional selling was. This of a profession is the most important, and it also has the longest way to go. To help in this area, you can help get the United Professional Sales association by contiguity standards selected by your selling organization.

Standards of Entry: Defined minimum standards of entry into a profession imply progression in a career. Entry standards define the place from where a path begins. All professionals must have an faithful route open to the public by which a person can soar a recognized member of the profession. Law, engineering, accounting, medicine, and teaching all have entry standards. These standards usually involve formal education leading to an rabbinic degree, several years of experience as in an development program or as a inventor in the profession, test score requirements, which may or may not be legally enforceable, or some contrariety of the three.

A Code of Ethics: Ethical Standards, or a code of ethics, is low-class to most professions. Its purpose is to make explicit well-expressed behavior and to provide a starting post for self-policing of unethical behavior, thus avoiding or limiting the necessary legal controls.

Service Orientation to the Profession: The service orientation is for a certainty an stance of the members of the profession, an stamp by which members are self-abnegating to mend the profession itself. Professionals will go and do their money and energy to publishing their ideas and experience, accompanying conventions, and generally contributing to the body of knowledge and the authority of the profession. A professional’s trueness to the profession is frequently stronger than to the employer. In many cases, professionals will leave their employing organizations rather than violate the professional’s standards or ethical practice.

A Sanctioning Organization: The authenticating body or sanctioning organization has many purposes. It sets the standard and acts as a self-policing agency. It promotes publications and exchange of ideas, encourages research, develops and administers note programs, and sponsors and accredits education programs. Through public information and recognition of professionals, such organizations provide the voice for their profession. To summarize, the purpose of the authenticating body is to dish out the profession.

Myth 7: Selling isn’t That Hard! Anyone Can Do It!

Selling is a hard profession to master. It’s one of the most complicated professions in the world. Where else do you have to understand organizations and individuals with such depth and clarity? Where else do you have to unite in rapport with so many different types of people, in so many different locations, buildings, or affair types?

On top of this complexity is the reality that Selling is one of the few real pay-for-performance professions, with over ½ of the compensation “at risk” or based on commission.

A lot of sales professionals feel stress in their jobs. In the engineering profession, stress results from the ill use of a constant force to an immovable object. In selling, the force is your “quota” and the immovable object is your customer’s expectations.

If you guess, you stress. It’s that simple.

Selling is with regard to taking the guess work out of what the future will hold. True, it isn’t as much as it sounds for real sales professionals. The key is to learn at close quarters the truth of the sales profession and thrust out the myths. When you effect this, you will find selling concepts that make sense that can immediately put into practice. ante all else, you will persevere when so many others will quit, and that's what will make the difference to your company's bark line.

Myth 8: Selling is a “Numbers Game”!

Undoubtedly, you will hear this one within your first week of selling: "Selling is a numbers game." Make the calls, make the presentations, and work your way through enough people, and eventually you will make a sale. You’ll hear it within three hours of genetic individual on your first job in Sales. Someone will say “it’s a number game” I guarantee it.

It goes something like this. The more phone calls you make, the more sales you will make. “So, make 100 phone calls” someone will say. “Of those 100, send 10 proposals. And of those 10, you will clipped 2. The more numbers you have the more you will sell. Now, there’s your phone. Good luck!”

Remember this always! Quality supersedes quantity. Your goal in selling must be to find prospects that have a propensity and a motive to buy your product or services. If they don’t want to buy or need to buy your product or service, then I don’t care in connection with the numbers!

I would rather make two phone calls and bypass two sales than make 100 like our example above, wouldn’t you? If someone is tracking your progress, how do they know you are styling the right people, with a want and a need?

I know of a large insurance sales organization, who provided sales reps with contact lists for life insurance and investments. The only problem was most prospects lived in a low income area and were highly unlikely to buy any life insurance insomuch as they didn’t need, or want it. I don’t care if you call 1,000 people that don’t fit the profile. You’re still wasting your time. Quality over quantity.

Rather than purchasing power into the myth that selling is a numbers game, think of a game of darts. By aiming your effort (the dart) at a for a certainty defined target (your pre-qualified prospect on the dart board) your for hitting the mark (a sale) are greatly enhanced. Contrast that mindset with a pure numbers game, where you stand outside and try to get hit by lighting or crossing your fingers multiple times with the hope of attaining good luck. Myth 9: You Must Like Rejection!

Many sales courses, sales books, and sales training will tell you to keep a very stiff upper lip when you get “rejected.” A rejection can occur when you are rebuffed on the phone, not granted an appointment, or simply told “no.” These courses will also tell you not to let a “no” get you down. The problem with this mode is the fact that once you assent the simple proposition that you have been rejected in the first place, you have given up the psychological high ground and put your self-esteem into retreat! Simply put, your sales team needs to reject the notion of rejection.

Once salespeople understand that all they are doing is helping people, every outcome should be the same. If prospects don't want your help or cull not to deal with your flock for whatever reason, it is not your salesperson's problem. He or she simply has to locate unique prospect that needs your company's products or services. Regardless of the response prospects give, the salesperson is still the same person with the same standard of product knowledge, experience, and competence. When you teach your team to stop linking, no matter how subtly, their sense of self-worth and untwisting to a prospect's response, then selling ceases to be hard work and instead becomes a game. In general, the healthiest mindset for you to teach is: "You, Mr./Ms. Prospect, have made a decision to move forward without my services. I'll be here when you come to your senses and improve your mind. It's not my responsibility to straighten you or your supporting cast out."

Myth 10: Selling is a Dead End Job!

Did you know that 85 percent of the yokemate leaders and entrepreneurs in New World today were once salespeople? They hand-picked sample cases, made cold calls, dialed for dollars, did product demonstrations and handled objections. Today, they're the majority of corporate presidents, CEOs and the like. Selling is a dead-end job all right--especially when you consider that the end may be at the very top of an organization!

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