We’ve all received questionable sales advice at some point during our careers – some from mentors or managers, some from peers, and sadly some even from training experts and consultants who are paid to know better.
We’ve spent some time scouring the web to uncover some of these pearls so we can share them here with you here. Enjoy!
1. “Here is a script, read it…”
Nothing says “I have no clue what you do” more than using a generic sales script. Reading from a script is impersonal and prevents you from having a genuine two-way conversation and building rapport.
2. Sales is just a numbers game
Sales is not just about numbers, and cold calling alone is not going to drive results. If you’re only relying on cold calls alone and not finding genuine leads who are actually interested in your product, you’re wasting your time and their time.
3. “Selling is telling”
This one made us laugh – it’s got a quite a ring to it, you must admit. Unfortunately, it was actually a common theme to training programs during the early 80’s. How wrong it was, yet, unbelievably, so many “sales professionals” thought it was right!
4. Always be closing (ABC)
This one conjures up an image of the stereotypical used car salesman. Unfortunately, as any good sales professional knows, customers hate being pushed and really hate pushy sellers. Customers want you to have their best interests at heart and to help them make the best decision, even if that decision is to buy elsewhere or not to buy at all. That’s impossible when you’re concentrating exclusively on closing the sale.
5. Mirror and matching
This one has to be our favorite – as if sales people don’t have enough to handle building rapport, adding valuable insights, asking the right questions and taking great notes. Do we really expect them to cross their arms when the prospect crosses their arms? Really?
What is the worst sales advice you’ve ever received? Don’t be shy…chime in! This stuff is too good not to share.