4 Misconceptions About Selling

Untruths abound in the selling profession. Here are four misconceptions about successful sellers:

1. Sell what you love.

You don't have to love your product or your industry to be a top-producing salesperson. It's more important that you love selling process and the dynamics of the sales profession. Do people that sell caskets, security systems, and pest control really love their product? Probably not. But every company and every industry has it's top performers.

2. Sell the best product.

Sorry, not true. For most products, there's no clear cut leader anyway. And "best" is subjective. Every product has its benefits and its weaknesses. Nobody has the luxury of selling the best product.

3. Extroverts can sell; Introverts can't.

Nope. Some of the best sellers I know are introverts. And some of the most boring and ineffective salespeople I know are extroverts. The days of back-slapping, loud-mouthed sales reps are in the past. Listening is more important than talking in selling anyway.

4. You have to be a product expert.

Nah. You have to be a people expert and a sales expert. Sure, product and technical knowledge is important, but companies are full of low-performing salespeople who know everything there is to know about the product. All that knowledge doesn't help you sell if you don't know how to sell. If you need to sell your home, do you want a real estate agent who knows everything about building homes, or who knows how to market a property and get the sale done?

If you like this post (or don't) please leave a comment. Skip Anderson is the Founder and President of Selling to Consumers Sales Training. He works with companies and individuals who sell to consumers in B2C, retail, in-home selling, and the financial, real estate, and insurance markets.

Contact Skip | Join Mailing List

Follow on Twitter | Connect on Facebook | Connect on LinkedIn

Comments

[Patricia Weber]

Hi Skip. I enjoy your answers to questions at salespractice.com too. As an introvert, successful in sales for 30 years, I thank you for point #3!

There are many introverting actions, as well as extroverting actions, in selling. The introvert is great at research (asking questions, listening as you said,) then analyzing (deciding how what your offer is can satisfy the prospects needs and wants for example), planning (getting the presentation ready so it speaks DIRECTLY to what you've heard the prospect say and not just be YOUR spiel) and then moving into the extroverting with making the presentation, speaking with the decision makers, and more.

There's no doubt that selling offers many opportunities to be who we are as introverts. That balances out those times we have to use those more learned skills requiring extroverting.

Thanks for acknowledging the introvert capability!

[Skip]

Hi Patricia, thanks for your kind words and your comment.

I'm pro-introvert. Actually, I'm pro-extrovert, too! But I agree that introverted individuals can do very well in selling. I know you're an expert in this area. How do you differentiate "introverted" and "shy"? Or do you believe they're the same?

[trading system]

nice article you got their skip!

selling is indeed more of listening than actually talking that loud, but extroverts are also effective in such a way that they attract customers.

but both ca be effective anyways!