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3 Great Myths
In the first few weeks of the new year, RASA has been examining a few common misconceptions regarding sales… 3 to be exact.  Sales personnel, over the years, have bought into various “myths” about the profession of selling and the training of people who sell. Three seem to stand out.  This is the final myth in the series.

Myth #3: Sales Experience
We frequently hear from companies that they hire only seasoned, experienced salespeople, and that training is unnecessary.

Reality:
In a fast changing world like we live in, it doesn’t take long for skills and knowledge to become outdated. Many  salespeople with 15 years experience have been making the same mistakes for 15 years. Buyers are changing, and the marketplace is changing; what worked well 15 years ago rarely is effective today. Competing in today’s dynamic, fast paced environment requires up to date skills, and hard as it may be for some of us to believe, there is new selling technology. The true sales professional will be eager to evaluate new ideas, and implement those that can keep him at the forefront of his profession.

Again, we have been examining myths regarding sales and how they relate to the activity (and success) of selling.  In case you missed it, check out the first and second myth too. Next time, we will have a little quiz to measure our beliefs regarding these ideas. Be sure to check back.  Have fun and be prosperous!

3 Great Myths
In the first few weeks of the new year, RASA is examining a few common misconceptions regarding sales… 3 to be exact.  Sales personnel, over the years, have bought into various “myths” about the profession of selling and the training of people who sell. Three seem to stand out.  This is the second in the series and it’s a biggy.

Myth #2: Product Knowledge
Too often we assume that if someone has a good basic knowledge of the company’s product line, he/she has all the essential tools to be successful in sales. In fact, studies show that 80% of the training companies put their salespeople through is product knowledge, “feature & benefit” oriented training. It is assumed their people can sell.

Reality:
Companies work on the wrong end of the problem. Too much product knowledge typically causes the salesperson to monopolize the conversation with a focus on the product itself, rather than on the customer and his/her problem. People buy solutions to their problems, not “features & benefits”, and they buy from the person who has the best understanding of their problems and who can provide the best solution. Furthermore, most of the time the company’s “feature & benefit” story sounds just like what the competitor is saying. Salespeople need to avoid “features & benefits” and learn why people buy and how to ask questions.

Again, over the course of the next few weeks, we will examine one other myth and how it relates to the activity (and success) of selling.  In case you missed it, be sure to check out the first myth too. Have fun and be prosperous!

Happy & Prosperous 2009!
2009 is the best year ever.  Everyday, start by asking yourself a simple question… “How Good Can It Get?”  Let that question seep into your mind (without trying to secifically answer it) and watch everything expand for good.

3 Great Myths
In the first few weeks of the new year, RASA would like to examine a few common misconceptions regarding sales… 3 to be exact.  Sales people, over the years, have bought into various “myths” about the profession of selling and the training of people who sell. Three seem to stand out…

Myth #1: The Natural Born Salesperson
How often have we heard someone say to a colleague who has an outgoing personality, is the life of the party, and who has a real way with words, “you should be in sales, you’re a natural”?

Reality:
While these traits normally are desirable, it takes more than the “gift of gab” and an extroverted personality to succeed in sales. In fact, selling requires a great deal of skill if you want to stand out from the crowd. And these skills can be learned.

Over the course of the next few weeks, we will examine other myths and how they relate to the activity (and success) of selling.  Have fun and be prosperous!

Webster defines “professional” as someone who does something with great skill, or worthy of high standards.   When we think of “professions”, we think of doctors, lawyers, CPA’s, engineers, architects, and teachers.  But does the average person think of selling as a profession?  In fact, do most people who sell think of it as a profession that is in the same league with doctors, CPA’s, etc.?  Survey after survey indicates not.   What distinguishes professionals from others?  Formal education followed by years of ongoing training, in most cases.  And these “professions” often require that their members take continuing education courses in order to keep skills current.   What about  professional sports?  The superstars constantly practice the fundamentals, and employ coaches to fine-tune their skills.  They understand that it’s a very slight edge that separates the .300 hitter from the average player, and are constantly seeking those advantages that will take them to the top.  Those that make it to the top are rewarded with long and lucrative contracts.  Sales is often referred to as a profession, but is it perceived as a profession?

Sales people, over the years, have bought into various “myths” about the profession of selling and the training of people who sell. Three seem to stand out.  RASA will disect each of these myths over the course of the next three weeks.  Keep coming back…

In today’s media rich world, the average prospective customer is inundated with over 600 marketing and sales offers per week. Their default paradigm has become non belief and zero time for listening to your sales pitch and new offer. And according to modern reference texts, the activity of selling is now regularly referenced as “deceptive” and “misleading”. More or increased ineffective sales behavior won’t help either. The activity and profession of selling has changed.

As a company in business to succeed, what can be done to overcome these predominant new-era buyer belief systems? How can we have our offering considered and help companies and individuals own our solutions and solve their problems? How can we, against significant odds, increase our own sales effectiveness?

Most companies continue down a path of what worked in times past. Their approach is a combination of age old tricks and tactics, their individual past experience (and activities) and whichever management book they have read in the last 6 months- all of which have lost their effectiveness long ago. And because things are moving so quickly, very few can afford to take the time to evalutate what works and what does not.

For the small number of sales organizations that can begin to organize their sales effort and work towards increased effectiveness, the results are worth the investment. Increased sales effectiveness equates to less wasted effort and time. It also means more sales, more often to better Quality customers for optimized transaction amounts. But, again, there is an investment.

According to social scientists, the Age of Post Modernity (http://www9.georgetown.edu/faculty/irvinem/theory/pomo.html) is here. In this era, the new breed of buyer will not endure hard closes, puffed up product claims or “old school” selling tactics. A very minute opportunity to establish rapport and gain access to their mindshare exists, but we have to be ready at every level.

An answer on how to prepare and address this rapidly changing dilemma already exists. Individually, we must intuitively recognize and empathize with this perspective if we are to grow sales effectiveness.  It begins with personal responsibility and accountability.  Once this principle is accepted, everything becomes possible.