You may be thinking, after reading this title…why am I preaching to the choir?
As a salesperson, you’re impacted by most things that happen to you in both your professional and personal life.
While you may occasionally forget someone’s name or where you placed your car keys, one thing is certain…
What resides in your brain becomes a part of you. It plays a role in who you become, in your ordinary actions throughout the day, and in the things you say.
Reading is a way to implant messages into your mind. Reading out loud implants the message even deeper because it encompasses more than just one of your senses. By seeing the words, then speaking the words out loud, your ears hear the words thus absorbing it and believing it.
This is why I always talk about practicing scripts out loud into a voice recorder over and over.
And this is a good practice in another area of your profession…..refuting the myths of the selling profession.
In my personal life, I have a few friends who consistently slam salespeople whenever they can.
And I don’t let them get away with it.
Now, there are many poorly trained salespeople that frankly, just do their jobs as their told.
That’s not you. You’re interested in elevating your selling skills because you’re reading this article right now!
Here’s why you should stand up for your profession.
You’ll gain more power by never missing an opportunity to refute the slams made against the selling profession. AND when your own ears hear your words telling the truth about your profession, you’re contributing to the elevation of selling.
There’s an unintended consequence too. It elevates the selling profession in your mind as well.
Here are the…
3 Unfair Myths of the Selling Profession
Salespeople are not wanted or needed. Most salespeople are immoral, manipulative and unfair. Commissions are the only thing salespeople care about.
Myth #1 Salespeople are not wanted or needed
With all the buzz around AI replacing salespeople, the human touch will always be wanted and needed in many sales professions.
As long as humans are the buyers, human salespeople have a far better chance of closing the sale because all of us have a deep need to connect with other humans.
I know why this theme is prevalent. You do too. Many salespeople in our profession are either not trained or poorly trained.
Here’s how you can help. Mentor a salesperson that needs help!
When I find myself in a buying situation and the salesperson is selling poorly, I help them on the spot by giving them tips and suggestions. I only give them my card if they ask (which many do and become followers or clients)
Another example that comes to mind is when the insurance industry, specifically Progressive Insurance marketed to buy car insurance direct, bypassing the insurance agent.
Buy online! Buy at midnight in your pj’s! Got a claim-no problem-call our #800.
All is good until you’re in an accident and calling the 800# turns into a nightmare. At that moment, you wish you could call your local insurance agent to advise and help you.
The human touch will always win out, especially when the human is familiar, and a part of your community.
Myth #2 Most salespeople are immoral, manipulative and unfair.
Concern for customers is the hallmark of a sales professional. It’s precisely the need to care about your buyers and customers that move you into the category of “professional”.
One concerning situation comes to mind and I’m not going to name names. Frankly, the video disgusts me.
This self-professed “sales guru” bragged on his Youtube channel in a video that one of his salespeople was sent a “cease and desist” letter from a prospect’s attorney in order to STOP the salesperson from calling the prospect’s office ever again!
This is an example of what not to be and this is how our profession gets labeled immoral, manipulative, and unfair.
It’s dehumanizing when a salesperson doesn’t have the common sense or respect of the buyer to accept a “NO” answer.
Do have a preoccupation for the needs of your buyers and customers.
Do have a moral compass, a code of ethics and a value system in your every day selling activities.
Myth #3 Commissions are the only thing salespeople care about.
Can you walk away from a buying situation that you know you can close, because it may not be the best option for the buyer or your company?
I run into this weekly in my business. People reach out to me wanting a sales coach. After an introductory phone call, I discern whether this is a good fit for the prospect, for me and for my business. (This isn’t an advertisement for my coaching services! It’s my musings to illustrate a point about money.)
It may shock you to know, I turn down more opportunities than I take.
There’s a general misunderstanding about the coaching world, that coaches are for hire.
We are not.
Yes, you pay for our services, but we are not the hired help. (Learn key questions to ask when considering a sales coach)
I made the mistake earlier on in my business by taking every opportunity that came my way…until I wised up.
And you should wise up too.
Not every opportunity is a good one.
Just like, not every person that wants coaching can be helped.
Many people expect me to wave my magic wand and make it all good. It doesn’t work that way.
If you’re open to learning, being coached and doing all the hard work, then you’ll succeed.
However, many people approach coaching like they approach their boss.
‘Here’s what I need, now give me what I need’.
People with this mindset, I’ve found, are only driven by how much money they can make. (Learn more about mindsets here) And I’m sure it will come as no shock to you that they make a lousy income.
Are there examples of greedy salespeople succeeding. Of course. But the majority of salespeople are hardworking and dedicated to helping their buyers and customers.
Can you get caught up in making a living, instead of providing value to the buyer? Yes…all of us have been caught in this snare at least once in our selling career.
However, making a great deal of money through the selling profession is honorable, when it’s done honorably. And by selling with pure intentions, you too can make a great deal of money and should.
Let your example shine.
Let your buyer see that you are not only honorable but you honor and respect his decision even if it’s a “no thanks.”
Together, we can change the world’s view on the selling profession by refuting these myths whenever you hear them.