I'm afraid I have some bad news for you: If you've ever worked with a sales trainer, there's a really, really good chance that you were set up to fail. How do I know this? Because most sales gurus out there are spreading lies. I know that sounds mean, but let me explain.
Most sales trainers aren't bad people, but they continue to regurgitate old sales advice rooted in an era when cars didn't have seat belts, the pay phone was a salesperson's best friend, and the web was a thing created by spiders. When those trainers claim that decades-old sales strategies are still relevant today, they're lying to you--and setting you up to fail.
Check out these five disastrous lies your sales trainer told you, and eliminate these self-sabotaging strategies from your approach so you can crush your sales goals:
1. All great salespeople are great talkers.
I can't tell you the number of times I've heard hiring managers say, "This person is a really strong candidate. He's just such a good talker!" This makes me want to pull my hair out in frustration every single time. The common belief that all great salespeople have the gift of gab couldn't be more wrong.
Many of the best, most successful salespeople out there are introverts. That's because great salespeople don't babble on and on. Instead, they ask strategic questions to engage the prospect--and then stop talking to actually listen to the response. As long as you take the time to deeply connect with your prospects, that's all that matters.
2. Closing the sale is the first priority.
When salespeople try too hard to close every single sale, they actually end up losing more sales. Why? Because instead of focusing all their energy on truly understanding their prospects' biggest frustrations and needs, they're just trying to make a deal no matter what. This is a surefire way to turn your best prospects off--and lose their business for good.
3. Objections must be overcome.
This mindset turns sales into little more than an ugly wrestling match. Instead of striving so hard to overcome objections, focus on asking questions that create more value and help you avoid those objections in the first place. You should understand your prospect's challenges, budget, and decision-making process before you even begin your presentation. This strategy will save you a lot of time, effort, and trouble by enabling you to avoid objections altogether.
4. You should never take "no" for an answer.
"No" is a fantastic answer in sales, and anyone who tells you otherwise is either ignorant or a liar. Salespeople who do everything they can to avoid a "no" are far more likely to hear, "Let me think it over." Those wishy-washy answers from prospects who won't tell you "no" will only waste your time. Open yourself up to hearing "no," and you'll soon find you have more time than ever to pursue that "yes" from qualified customers.
5. Anyone can be your customer.
Instead of trying to make anyone and everyone your customer, focus your attention on the people who need what you're selling--and can actually afford it. Successful salespeople aren't afraid to disqualify a bad fit so that they can pursue potential customers who will truly benefit from their product or service. Make disqualification a central part of your sales process and you'll start to close more sales than ever before.
Which one of these terrible sales tips have you followed in the past? What was the result? Share your thoughts in the comments below.