As it’s Christmas, let’s sprinkle some magic fairy dust and wave our little wands….let’s get down to the nitty gritty and some basic truths about sales.
Myths abound at this time of year, and in sales they abound all year round.
Let’s get to it.
Sales is persuading people to buy your product or service.
This is number one for a reason. It’s a common idea, that sales people are pushy, persuasive and generally railroad others into making decisions. The reality is that sales people do not persuade, they discover. They discover a need, they find a budget, and then they solve a problem. If you’re trying to persuade people, you’re fighting a battle, this is never a helpful approach when you want someone to buy something. Far better to find the need, and see how you can help. In reality this is what successful selling is all about.
I’ll get on the phone and Poof! Wave that wand, the results will magically appear…
Like anything in life, you reap what you sow. Consistent effort, good planning and a strong approach bring results. You need to plan your list, plan your week so you have meaningful time to put into the activity, and you need to have proper conversations! People buy from people they know, like and trust. It can take time to cultivate the relationships you need and this means putting in effort consistently for good results. Sorry, but that’s how it works.
I’ll buy a list, compose an email, et voila! Results galore.
Er, sorry no, it doesn’t quite work like that either. Purchased lists will have missing emails and emails that are generic. Often the emails are not that of the actual decision maker you need. You need to call and refine your list before you can use it for marketing. When buying data only approximately 20% of businesses will have email addresses listed, so buying lists of emails mean you’re missing big gaps in your market. Can you see a common theme here?
Gatekeepers are a nightmare.
Nope, read our blog about how to work with gatekeepers here, https://cre8sales.wpengine.com/getting-past-the-gatekeeper/ but in short, treat the Gatekeeper as you would like to be treated, with respect. Help them, and they’ll help you.
Cold calling is dead.
Well, technically, this one is a little bit true, but only a little! Cold calling is unnecessary in today’s day and age, in that we can all do a little research about a company or person on the web before calling. So technically it’s no longer cold. But calling remains essential. Think of your marketing as a circle, with all the different activities making up a chunk, if one activity is missing, your circle isn’t complete. Calling, having a conversation, is absolutely imperative in most cases, to get the appointment, lead or quote. Cold calling will never really be dead.
Sales people are all loud, overly friendly and pushy.
Well this one is quite interesting isn’t it. So many people will say, well I’m not a sales person, I couldn’t sell that, but they are selling each and every day! The truth is that the best sales people are the people who are not “selling” but dealing with people, finding and helping those people with their problems. So they don’t see themselves as sales people, but they’re the best sales people there are, because they’re doing it naturally, without pushy techniques, scripts or gimmicks. And the reality is that there are plenty of these natural and helpful sales people out there, we just don’t notice that they’re selling to us! We’re buying because we want to, not because of persuasion.
Merry Christmas to you all, with love from the Cre8 elves –