Common Misconceptions About Sales

One of the most common misconceptions about sales is that a lot of people assume that because they have great interperonal skills, that alone will make them a good salesperson. Nothing could be further from the truth. That’s like thinking that just because you’re a good driver that you could be a great professional race car driver. Interpersonal skills are just one area of many, many areas neccessary for a successful sales career. Sales can be a very rewarding and lucrative career but it can also be a long, arduous journey. Being successful in sales is never as easy as it might seem to the uninitiated. There are so many skills that are required in selling that time is the only real test. Do you like to read? I would venture to say that the most successful sales people are also the ones that read the most. Do you like being on the phone? Sales requires lots of phone time. Do you have lots of friends with whom you can network? If not, get ready to start. Are you considerate of others and always willing to go out of your way to help people. These are just some of the other skills that will be required of you. If you can answer “yes” to all of these questions, then along with your great interpersonal skills, you have the basics requirements for an average career in sales. If you are patient, are willing to work hard, maybe even starve for a year or two, then you are off to a good start. If you can start in an industry that you are familiar with, then you at least have some basic product knowledge. The best way to begin a sales career is to pick out the most successful saleman in your organization and do everything that he does. Another common misconception about sales is that you have to be a good talker. Quite the opposite is true. You have to be a great listener. And take my word for it, even though most of us think we are great listeners, only a very small percentage of people come by this skill naturally. It really takes a lot of training and discipline to be a great listener. Most average salespeople want to “sell” by telling instead of listening. Our tendency is to try to impress the clients with how much we know, instead of listening to their pains. This is the MOST common mistake made by all salespeople, but technical people are especially masters at it. If you can learn to shut up and listen so that your prospects can tell you how to sell them, then you have the beginnings of a great career in the professional world of selling.