Sales is not an easy profession, and there are some myths floating around the industry that can make any sales position seem more intimidating than it actually is. These myths have led to a misunderstanding about how to actually succeed in a sales role. While keeping up with the latest trends and implementing new techniques can lead to incredible results, sometimes the new hype isn’t always super effective.
These myths have been slowly lingering among the industry and it’s time to set the record straight and get to the truth about how to achieve sales success. That’s why we’re separating fact from fiction and unmasking ten ugly sales myths that have been haunting sales pros.
1. RIP to Cold Calling
It’s crucial to make calls through every stage of the sales process. Reluctance to talk on the phone is a mistake as its the only way you can successfully begin to build a relationship with a prospect. In fact, 57% of C-level buyers prefer that salespeople call them.
While cold-calling isn’t going anywhere, there is a need for persistence in this form of prospecting. According to studies, 54% of buyers say that the last sales meeting they accepted was scheduled from the seller connecting over the phone. However, 52% of sellers also say it takes between five to 10 touches to connect with a new prospect for the first time. So be sure to stay persistent with your follow up calls or you surely won’t make the sale.
2. Only Add People You Know on LinkedIn
According to reports, 61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. So, how do you stand out on the platform and take full advantage of connecting through LinkedIn?
To start, connections are crucial when it comes to LinkedIn. If your network consists only of family and friends, you need to open up a wider range of second and third level connections. One easy way to do this is following-up after an event or online interaction with a connection request while you are still fresh on their mind.
LinkedIn groups also serve as a way to be an active, helpful and valuable member of a community relevant to your industry. Consistent participation in these groups will increase your credibility, and eventually, you’ll start to reap the rewards of having a strong network.
Lastly, LinkedIn Pulse can be used to publish content and establish yourself as a thought leader. By regularly making contributions, you are able to develop your profile in a way that peaks other’s interests, starts conversations, and puts your name out there.
3. Multitasking Makes You More Efficient
Most people believe multi-tasking is efficient when it’s truly not. Research has shown that multitasking takes as much as 40 percent more time than focusing on one task at a time- more for complex tasks. It’s better to organize your day by setting time aside for calls, emails, and meetings specifically so that your brain knows what needs to be done and remains focused. This way, each day you will have a clear understanding of what needs to be accomplished in each area of work.
4. One Pitch Fits All
Being able to adjust and customize your pitch based on the specific needs of your potential customers is ultimately what will set you apart from your competitors. As you get to know a prospect or client, you will begin to understand what their preferred method of communication is and exactly what they are looking for in your product to help them meet their goals.
Every pitch must be tailored to meet different prospect’s needs, and positioning your message to suit your potential customers is critical to landing the sale. Research the lead or their market so you can better understand them and communicates in a way that addresses their interests and pain points.
5. Scripts Are For Rookies
Even the most experienced sales person in the world will admit that there’s no shame in creating a script or talking points to help guide your conversation with a prospect. Preparation and practice are always beneficial when trying to close a deal, so don’t hesitate to highlight points to address or questions to ask on the call.
6. Customers Always Want the Lowest Price
This is not always the case. With higher prices comes greater advantages for the buyer. So, when the differences in price are explained, the customer is able to understand the different value your product offers at different levels. Simply taking the time to explain how your top tier package would benefit them and their company is often effective.
7. Let Your Prospects Come to You
Although clients may do their research online first, they are still expecting salespeople to reach out. Do not wait for your prospects to fill out a web form before reaching out, find ways to be where your prospects are by participating in what I like to call proactive prospecting. Proactive prospecting means consistently working your pipeline through outbound efforts. Some of these efforts include:
- Dedicating time each day for nothing but prospecting
- Finding and focusing on your target market and their pain points
- Actively building and working your call lists
- Working your network and asking them for referrals
- Building your social media presence by distributing industry thought leadership pieces of content
- Utilizing that content to send and add value to your prospective clients
8. A Salesperson Has to be an Extrovert
While the way in which you communicate does play a vital role, being a salesperson is more about problem-solving skills and thinking through how a prospect would benefit from your product. Of course, people skills are important, but you don’t necessarily have to be extroverted in order to succeed.
The truth is, one of the key components to being a successful salesperson is having the ability to listen carefully and be attentive. In order to provide value for your prospects and win their business, you have to hear and understand their pain points. Then you have to use your communication skills to tailor your sales pitch to match their needs.
9. Nobody Returns Emails Anymore
According to 80 percent of sales professionals, email marketing drives customer acquisition and retention. To ensure your emails generate responses, Winmo previously crafted seven proven emails to reach your next prospect, and these email templates won’t let you down. We recommend applying some of these overarching principles:
- Lead with a strong subject line– Email subject lines are incredibly important. According to sources, 35% of email recipients open messages based on their subject line alone, meaning that a compelling subject line can be the difference maker for new contacts and prospects when sending emails.
- Appeal to your prospect’s personal needs– While you don’t need to do a tremendous amount of research for every email you send, you should do enough to know what your prospect’s deepest frustrations might be.
- Don’t be afraid to consistently follow up- As many as 80% of deals require at least five touches before closing, so you’ve got to look at your email outreach as an ongoing conversation.
10. Nobody Uses Social As a Real Networking Channel
People use social for just about everything, so why wouldn’t you use it for prospecting? According to Hubspot, four in 10 reps close two to five deals directly using social media, and 65% of salespeople who use social selling are able to fill their pipeline, versus 47% of reps who do not.
LinkedIn is one of the best channels to use for networking, with 80% of B2B leads generated on social media coming from LinkedIn specifically. According to reports, 79% of B2B marketers see LinkedIn as an effective source of lead generation. The platform allows you to:
- Connect with prospects
- Share content with your network to position yourself as a thought leader
- Make warm introductions based on information on people’s profiles
- Stay up to date on industry trends and reports
- Send InMail messages
These common misconceptions might be the very thing holding you back from realizing your full potential. Wipe these from your mind, implement our tips and you’ll surely reap the benefits of ultimate sales success! Any other myths we missed holding you or your sales team back? Add them to the comments below!