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Five common myths about sales and sales professionals

Five common myths about sales and sales professionals

Myth1: Sales is for extroverts

This is the most commonly believed myth. Yet, research shows that both extroverts and introverts are generally not good at sales. If one has an extrovert personality, it is easy to put off a customer while introverts are too shy to approach a customer and give a sales pitch.

On the other hand, an ambivert personality who has both extrovert and introvert traits in equilibrium will be able to connect with customers as they are assertive and show enthusiasm to engage and persuade customers whilst listening and not being overly confident. In reality, there are more ambiverts’ in the world, which makes sales a universal skill that everyone inherently possesses.

Myth 2: Who you know, matters the most in sales

This is a common myth and excluding certain circumstances, it might have an ounce of truth. Most of the time, it is not who you know but how many people you converse with that makes a difference.

I have been in the face-to-face sales and marketing industry for 10 years, and I can confidently state that sales is a numbers game. Someone who speaks to a high volume of customers generally tends to make more sales.

Myth 3: Sales is not for everyone

This is just a general theory. If we generalise things, nothing is for everyone. But everyone, irrespective of their professional life or personal life is selling something.

Think about it. In our day-to-day lives, we are all involved in sales in some shape or form. Whether it’s selling a new idea to friends about an activity or a new concept to work colleagues or a plan, product or a service to strangers or persuading our loved ones about the best restaurant to go for dinner! If we like it or not, we are all engaging in sales at some level, no matter what our background is or what we do.  

Myth 4: A sales professional has to be two-faced

This is absolutely untrue. However, I have seen sales professionals with a smile on their face as they chat with the customers and then as they turn away they have a moody face and talk negatively, once the customer has left. This is not ethical behaviour.

In our organisation, we train our sales professionals to have the best customer service at all times, even when we do not make a sale. We believe that there are no bad customers and sometimes we meet good people who are having a bad day. It’s that simple.

Myth 5: Your sales pitch is everything

This is 100% untrue. I have seen new sales professionals spend their time diligently practicing their sales pitch, which is full of words and they find it difficult to strike meaning with what they are saying.

While a sales pitch is important, our research shows that words only make up 10% of achieving a sale while 20% is from the tone of your voice. The other 70% comes from your body language. People are visual creatures and body language is the first thing that we see. This reinforces the fact that body language is what makes or break a sale.

“Never in the history of the world has there been such abundant opportunity as there is now for the persona who is willing to serve before trying to collect.”– Napoleon Hill

Organisational Head Vishnu Annapareddy, Centurion Marketing Group in Malaysia.