| Myth 1: Sales People are all Shady!In the
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| | generally identified as common to all
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| Broadway play "Death of a Salesman" Willy
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| | recognized professions . Think about each
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| Loman was a down and out emotionally
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| | in relation to the sales profession. I
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| spent Salesman trying to understand his
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| | believe all five aspects exist in the
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| life after 34 years of traveling up and
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| | sales profession, but they are not fully
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| down the roads selling his products. The
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| | recognized and understood. The future of
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| negative stereotype of a Salesman is
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| | the profession lies with those choosing
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| rooted deep into the subconscious of
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| | selling as an occupation and advancing
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| society. Images of the fast talking,
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| | understanding of these five elements
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| scheming, shady, over-the-top, and
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| | (that's you!).A Unique Body of Knowledge:
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| high-pressure Salesperson make you feel
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| | This attribute encompasses concepts and
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| uncomfortable. You definitely would never
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| | principles that are unique to the
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| trust or make this "dishonorable" person
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| | profession and are documented so that
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| your friend.Evidence to support this
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| | they can be studied and learned through
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| negative stereotype continues to today. I
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| | formal education. In most professions,
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| have personally seen salespeople
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| | the body of knowledge is taught in
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| portrayed negatively on children's
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| | graduate or professional schools. For
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| cartoons such as Jimmy Neutron and
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| | example, the specialized body of
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| Spongebob Squarepants!As a result of all
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| | knowledge of the legal profession is
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| of this and the Top 10 myths of selling,
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| | taught in law schools. A degree does not
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| some sales professionals harbor inner
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| | necessarily qualify an individual to
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| feelings that restrict their ability to
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| | practice in the profession, but it does
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| become stellar performers and have fun
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| | provide a means of assuring that the
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| doing doing their job. They mask their
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| | individual has at least been exposed to
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| inner feelings of choosing a
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| | the basic principles in which the
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| "dishonorable" profession with
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| | profession is based. Every profession
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| over-the-top deflected identities (i.e.
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| | has at least one degree that can be
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| I'm not a "Salesperson," I'm a "customer
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| | earned by those wishing to demonstrate
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| experience engineer"). Give me a
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| | knowledge of the profession's
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| break.Let's face it...
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| | principles.In the sales profession, there
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| Almost everyone has had a "bad" buying
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| | are only a very small handful of degrees
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| experience. As a result, they feel
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| | in selling. There is a large body of
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| burned and think that sales people are
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| | knowledge, but until the United
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| shady. In the eyes of many people who
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| | Professional Sales Association defined
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| make purchases, Salespeople are "all
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| | the framework for that knowledge, other
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| about money", and salespeople are just
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| | professions didn't understand how complex
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| "trying to take money from us" so they
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| | professional selling was. This attribute
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| can feed their kids (sometimes I wonder
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| | of a profession is the most important,
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| what's wrong with that!)But guess what...
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| | and it also has the longest way to go.
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| ALL professions (not just selling) have
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| | To help in this area, you can help get
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| fast talking, scheming, shady,
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| | the United Professional Sales Association
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| over-the-top, and high-pressure people in
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| | standards adopted by your selling
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| them. And all professions have extremely
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| | organization.Standards of Entry: Defined
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| professional individuals that serve as
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| | minimum standards of entry into a
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| pillars of society.But, you can't fight
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| | profession imply progression in a career.
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| it. Or can you? Salespeople have rights
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| | Entry standards define the place from
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| too, and non-profit trade associations
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| | where a career path begins. All
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| dedicated to the profession are trying to
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| | professionals must have an accepted route
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| help organizations and buyers realize the
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| | open to the public by which a person can
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| value of their salespeople. Because
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| | become a recognized member of the
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| these organizations realize that most
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| | profession. Law, engineering,
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| sales people are effective and they have
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| | accounting, medicine, and teaching all
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| done their homework to understand the
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| | have entry standards. These standards
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| needs, concerns and interests of the
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| | usually involve formal education leading
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| people they are selling to. Find out
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| | to an academic degree, several years of
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| about one such organization, the United
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| | experience as in an apprenticeship
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| Professional Sales Association I started
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| | program or as a beginner in the
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| for individual sales success at 2: If
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| | profession, test score requirements,
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| You're a Schmoozer Then You're a Closer!A
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| | which may or may not be legally
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| schmoozer is someone who has the ability
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| | enforceable, or some combination of the
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| to converse casually, especially in order
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| | three.A Code of Ethics: Ethical
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| to gain an advantage or make a social
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| | Standards, or a code of ethics, is common
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| connection. This is almost the
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| | to most professions. Its purpose is to
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| definition of "Networking" in business
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| | make explicit appropriate behavior and to
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| terms. Schmoozers are not closers
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| | provide a basis for self-policing of
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| because they are trying to talk with
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| | unethical behavior, thus avoiding or
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| someone or build a relationship with them
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| | limiting the necessary legal
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| for only one thing-the money. Schmoozing
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| | controls.Service Orientation to the
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| to build a "fake rapport" is something
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| | Profession: The service orientation is
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| that people can smell for miles away, so
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| | actually an attitude of the members of
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| don't do it. Schmoozing doesn't help
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| | the profession, an attribute by which
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| you close deals -- successful networking
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| | members are committed to bettering the
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| does!Someone who works hard at developing
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| | profession itself. Professionals will
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| a personal connection with people on a
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| | commit their money and energy to
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| non-business level first and develops a
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| | publishing their ideas and experience,
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| plan to truly help that person will reap
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| | attending conventions, and generally
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| the rewards. In other words, if you
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| | contributing to the body of knowledge and
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| give, you will receive! Schmoozing
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| | the administration of the profession. A
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| doesn't allow for that. Schmoozing is
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| | professional's commitment to the
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| all about getting, with no giving.Myth 3:
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| | profession is frequently stronger than to
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| There is no such thing as an Ethical
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| | the employer. In many cases,
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| Salesperson!Every day working people are
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| | professionals will leave their employing
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| faced with ethical challenges to
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| | organizations rather than violate the
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| conducting business. Ethical decisions
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| | professional's standards or ethical
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| require making the right decision, even
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| | practice.A Sanctioning Organization: The
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| when nobody is looking! Ethical business
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| | authenticating body or sanctioning
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| practices stem from the understanding
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| | organization has many purposes. It sets
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| that an ultimate payback may take awhile
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| | the standard and acts as a self-policing
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| to attain.A company's ethics and
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| | agency. It promotes publications and
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| integrity are directly reflected in the
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| | exchange of ideas, encourages research,
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| relationship between the Salesperson and
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| | develops and administers certification
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| the customer. As a result, most great
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| | programs, and sponsors and accredits
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| salespeople who have been doing this for
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| | education programs. Through public
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| any length of time have had to build
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| | information and recognition of
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| their "Sales reputation" through happy
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| | professionals, such organizations provide
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| clients. You cannot be unethical in the
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| | the voice for their profession. To
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| Sales profession and stay at the top of
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| | summarize, the purpose of the
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| your game. This philosophy is the same
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| | authenticating body is to administer the
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| with any other profession as well.Those
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| | profession.Myth 7: Selling isn't That
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| who have engaged in unethical behavior in
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| | Hard! Anyone Can Do It!Selling is a hard
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| sales are out there, don't get me wrong.
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| | profession to master. It's one of the
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| But bad apples exist in any other
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| | most complicated professions in the
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| profession. By reading great books,
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| | world. Where else do you have to
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| attending sales training and knowing
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| | understand organizations and individuals
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| right from wrong, you will set yourself
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| | with such depth and clarity? Where else
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| apart in your business dealings.As an
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| | do you have to build rapport with so many
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| example, you will come to realize that
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| | different types of people, in so many
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| your decision to work with the client
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| | different locations, buildings, or
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| affects the profit and loss issues of
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| | business types?On top of this complexity
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| your company and their company. You will
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| | is the reality that Selling is one of the
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| also realize that your business
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| | few real pay-for-performance professions,
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| relationships also affect how much
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| | with over ½ of the compensation "at
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| business you are able to conduct in the
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| | risk" or based on commission.A lot of
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| future and the quality of the
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| | sales professionals feel stress in their
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| relationships you build with your
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| | jobs. In the engineering profession,
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| customers.The best decisions are made
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| | stress results from the application of a
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| when one examines the short term and long
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| | constant force to an immovable object.
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| term effects of the decision and keeps
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| | In selling, the force is your "quota" and
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| their clients success at the
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| | the immovable object is your customer's
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| forefront.Here's another fact:Most buyers
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| | expectations.If you guess, you stress.
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| (prospects and customers) actually feel
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| | It's that simple.Selling is about taking
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| that it is "OK" to tell a lie to a sales
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| | the guess work out of what the future
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| person during the buying process. It's
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| | will hold. True, it isn't as much as it
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| ironic that salespeople are seen as
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| | sounds for real sales professionals. The
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| unethical, while the pendulum is swinging
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| | key is to learn about the truth of the
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| the other way with unethical buying
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| | sales profession and banish the myths.
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| practices needing to be regulated by the
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| | When you accomplish this, you will find
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| federal government in some cases!
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| | selling concepts that make sense that can
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| Prospects even learn sales tactics (such
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| | immediately put into practice. Above all
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| as closing techniques) and how to
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| | else, you will persevere when so many
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| "counter" them. I personally think it's
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| | others will quit, and that's what will
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| time for everyone to get real (including
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| | make the difference to your company's
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| unethical sales people), but that's
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| | bottom line.Myth 8: Selling is a "Numbers
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| another book.I guess I understand it...
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| | Game"!Undoubtedly, you will hear this one
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| It's a defense mechanism built up over
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| | within your first week of selling:
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| hundreds of years of being treated
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| | "Selling is a numbers game." Make the
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| poorly. Today, prospects are able to
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| | calls, make the presentations, and work
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| find out more information than the
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| | your way through enough people, and
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| salesperson sitting across from them and
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| | eventually you will make a sale. You'll
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| they will often play one salesperson
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| | hear it within three hours of being on
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| against the other. Somehow this is seen
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| | your first job in Sales. Someone will
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| an "ethical" and "ok."Myth 4: Marketing
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| | say "it's a number game" I guarantee
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| and Selling are the Same Thing!One of my
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| | it.It goes something like this. The more
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| professors I had while taking my Master's
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| | phone calls you make, the more sales you
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| Degree once told me that you can only do
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| | will make. "So, make 100 phone calls"
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| one of three things in business: make it,
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| | someone will say. "Of those 100, send 10
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| sell it, or count it.The problem is the
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| | proposals. And of those 10, you will
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| definition of "selling it" comprises two
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| | close 2. The more numbers you have the
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| divergent but inextricably entwined
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| | more you will sell. Now, there's your
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| functions -- sales and marketing. The
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| | phone. Good luck!"Remember this always!
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| more appropriate elements (especially in
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| | Quality supersedes quantity. Your goal in
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| today's world) should be, in business you
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| | selling must be to find prospects that
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| can only: make it, grow it, or count it.I
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| | have a propensity and a motive to buy
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| say grow it, for two reasons. One reason
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| | your product or services. If they don't
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| is the marketing department and the other
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| | want to buy or need to buy your product
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| reason is the sales department. The
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| | or service, then I don't care about the
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| problem with the two professions is each
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| | numbers!I would rather make two phone
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| of believe that their occupation is the
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| | calls and close two sales than make 100
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| dominant half of the pair. Marketers
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| | like our example above, wouldn't you? If
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| generally think of salespeople as
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| | someone is tracking your progress, how do
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| golf-playing monkeys or pushy placement
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| | they know you are calling the right
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| professionals whose sole purpose is to
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| | people, with a want and a need?I know of
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| repeat the same sales pitch (that they
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| | a large insurance sales organization, who
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| have developed) over-and-over again to
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| | provided sales reps with contact lists
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| new prospects. Salespeople generally
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| | for life insurance and investments. The
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| think of marketers as lazy liberal arts
| |
| | only problem was most prospects lived in
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| graduates who use the words "focus
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| | a low income area and were highly
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| groups" and "corporate brand" to describe
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| | unlikely to buy any life insurance
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| activities that are nothing but "a
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| | because they didn't need, or want it. I
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| colossal waste of money."Ultimately each
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| | don't care if you call 1,000 people that
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| function needs the other if the company
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| | don't fit the profile. You're still
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| is to GROW. To that end, sales and
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| | wasting your time. Quality over
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| marketing are separate but equal
| |
| | quantity.Rather than buying into the myth
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| professions from a business
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| | that selling is a numbers game, think of
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| perspective.What's less obvious is how we
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| | a game of darts. By aiming your effort
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| should all work together. Marketers
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| | (the dart) at a clearly defined target
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| believe that marketing should play the
| |
| | (your pre-qualified prospect on the dart
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| dominant role. After all, marketing
| |
| | board) your chances for hitting the mark
|
| defines the product, articulates the
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| | (a sale) are greatly enhanced. Contrast
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| positioning, and creates all the sales
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| | that mindset with a pure numbers game,
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| tools (ranging from glowing CEO profiles
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| | where you stand outside and try to get
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| in "Fortune" magazine to the ubiquitous
| |
| | hit by lighting or crossing your fingers
|
| corporate logo wear that serves as the de
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| | multiple times with the hope of attaining
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| facto currency of the modern
| |
| | good luck.
|
| professional). All sales has to do is to
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| | Myth 9: You Must Like Rejection!Many
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| follow orders, right?. Salespeople
| |
| | sales courses, sales books, and sales
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| believe that selling should play the
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| | training will tell you to keep a very
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| dominant role. After all, selling is
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| | stiff upper lip when you get "rejected."
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| where the rubber meets the road, where
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| | A rejection can occur when you are
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| the tough get going, where everyone gives
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| | rebuffed on the phone, not granted an
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| 110 percent, and where slogans reign
| |
| | appointment, or simply told "no." These
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| supreme. Salespeople bring home the
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| | courses will also tell you not to let a
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| bacon. All marketers do is provide
| |
| | "no" get you down. The problem with this
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| brochures and take all the credit. The
| |
| | approach is the fact that once you accept
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| truth is more complicated but more
| |
| | the simple proposition that you have been
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| rewarding.Suffice it to say, let's just
| |
| | rejected in the first place, you have
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| say that selling and marketing are NOT
| |
| | given up the psychological high ground
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| the same thing. What both departments
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| | and put your self-esteem into retreat!
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| SHOULD agree on is the need to stay
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| | Simply put, your sales team needs to
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| focused on what the client's and
| |
| | reject the notion of rejection.Once
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| customers want, in an effort to provide
| |
| | salespeople understand that all they are
|
| them value. Can't we just stay focused
| |
| | doing is helping people, every outcome
|
| on that? That's another book too.Myth 5:
| |
| | should be the same. If prospects don't
|
| Selling is about Winning Over Your
| |
| | want your help or choose not to deal with
|
| Customer!Selling isn't about wining over
| |
| | your company for whatever reason, it is
|
| anyone. It's about helping your customer
| |
| | not your salesperson's problem. He or she
|
| win. If you think of making a sale as
| |
| | simply has to locate another prospect
|
| "winning", that means someone has to
| |
| | that needs your company's products or
|
| lose. If you are winning and your
| |
| | services.
|
| customer's are losing, you'll be selling
| |
| | Regardless of the response prospects
|
| a very, very short amount of time.It's
| |
| | give, the salesperson is still the same
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| about both you and your customer winning.
| |
| | person with the same amount of product
|
| Enough said. I just wish that
| |
| | knowledge, experience, and competence.
|
| prospects and buyers thought that all the
| |
| | When you teach your team to stop linking,
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| time too!Myth 6: Selling isn't a Real
| |
| | no matter how subtly, their sense of
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| Profession!If you're embarrassed about
| |
| | self-worth and accomplishment to a
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| being in selling, this is the myth you're
| |
| | prospect's response, then selling ceases
|
| subscribing to. You have to be proud of
| |
| | to be hard work and instead becomes a
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| being in selling in order to be
| |
| | game.
|
| successful. One way to do this is to
| |
| | In general, the healthiest mindset for
|
| realize the important people you'll be
| |
| | you to teach is: "You, Mr./Ms. Prospect,
|
| working with on a daily basis. When
| |
| | have made a decision to move forward
|
| sales professionals sell, they are often
| |
| | without my services. I'll be here when
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| sitting across the table from the
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| | you come to your senses and change your
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| following formalized professions:- Chief
| |
| | mind. It's not my responsibility to
|
| Financial Officer (formalized by the
| |
| | straighten you or your company out."Myth
|
| American Finance Association)- Legal
| |
| | 10: Selling is a Dead End Job!Did you
|
| Counsel (formalized American Bar
| |
| | know that 85 percent of the company
|
| Association)- Project Manager (formalized
| |
| | leaders and entrepreneurs in America
|
| by the Project Management
| |
| | today were once salespeople? They carried
|
| Institute)- Marketing Professional
| |
| | sample cases, made cold calls, dialed for
|
| (formalized by the American Marketing
| |
| | dollars, did product demonstrations and
|
| Association)- Information Technology
| |
| | handled objections. Today, they're the
|
| Professional (formalized by numerous
| |
| | majority of corporate presidents, CEOs
|
| associations and
| |
| | and the like. Selling is a dead-end job
|
| organizations)- Procurement Professional
| |
| | all right--especially when you consider
|
| (formalized by the Institute of Supply
| |
| | that the end may be at the very top of an
|
| Management and the National Association
| |
| | organization!Brian is the Chairman and
|
| of Purchasing Management)The question is,
| |
| | Founder of the the United Professional
|
| what exactly is a "formal"
| |
| | Sales Association (UPSA). UPSA is a
|
| profession?There are many formalized
| |
| | non-profit organization headquartered in
|
| professions in our society, including
| |
| | Washington DC that has addressed the
|
| doctor, lawyer, teacher, engineer,
| |
| | concerns and challenges of individual
|
| dentist, and other recognized and
| |
| | sales professionals. Brian has authored
|
| formalized occupations. These
| |
| | the world's first universal selling
|
| occupations engender a level of respect
| |
| | standards and open-source selling
|
| from the population as a whole because
| |
| | framework for free distribution. This
|
| their standards of entry require
| |
| | 'Compendium of Professional Selling'
|
| education and training specific to their
| |
| | containing the commonly accepted and
|
| respective fields. Professions generally
| |
| | universally functional knowledge that all
|
| provide a service to the population as a
| |
| | sales professionals possess. The
|
| whole, but the average recipient of that
| |
| | open-source selling standards have been
|
| service has little opportunity to judge
| |
| | downloaded in 16 countries by over 300
|
| the qualification of the professional.
| |
| | people. Over 30 people have made
|
| This, the individual who wishes to make
| |
| | contributions.Because UPSA is not owned
|
| use of the services provided by
| |
| | by one person or any company, it is a
|
| professionals must rely on their
| |
| | member organization and guardian of the
|
| professional membership to determine
| |
| | global standard of entry into the sales
|
| qualifications.There are five attributes
| |
| | profession.
|