Over the 20+ years of working with sales teams in a wide diversity of industries, we have compiled Six Common Sales Myths, a series of posts published on our QMP Insights Blog. Open this post and selectively read those that intrigue you.
After many years of both conducting sales training workshops and personally selling, I have come to recognize six popular misconceptions about selling. And, I must say, every time I broach those myths during a sales training session I get push-back, disbelief, the wagging of heads and several audible "No Way!'s".
When we ask groups of salespeople in our workshops and talks to raise their hands if they have ever lost to an inferior offering, they always, almost universally, raise their hands - even though we have told them ahead of time, "It's trick question." The truth is: No one ever loses to an inferior offering. Read why this is true.
It's a Relationship Business! That four-word phrase is probably the most common statement we hear when we talk to sales people about their business. Read this QMP Insights blog post to understand, and avoid, the hidden risks associated with that belief.
Between the banks pushing for higher prices and margins on your products to generate improved cash flows (or you lose financing), and your big customers pushing for lower and lower prices, what’s a manufacturing firm to do? And, how does a sales person make a living if he isn’t price competitive. Isn’t some margin, albeit low margin, better than losing a customer?
Let's start this discussion with a stipulation that all successful sales have to go through some sort of closing stage. Nothing happens until a customer or client agrees to pay your company for the delivery of a service or a product. So, in the strictest sense, I guess we can call that a "close". We can also imagine that all commerce in the world would come to a screeching halt unless some kind of transaction closing happened. So, good closing techniques are essential - right? And if that's so why am I targeting closing techniques as a myth?
For small to mid-size businesses, the decision to commit resources to target a large account should considered carefully. The primary considerations are: "What are the implications of winning?" and if those are acceptable, "How should we go about it?" So let me provide you both sides of the story.