As a salesperson, you need to be cautious of the latest trends as they may or may not go as you had expected. Some of these trends may be worth a try and they may even work out well for you; on the other hand, there may be some traits that would be worth dropping.
To become overwhelmed by such trends is not uncommon, but you must know where to draw the line. We bring to you the myths that get demystified here.
Avoiding Making Phone Calls
Assuming that phone calls may not be well-received is a myth. Try calling your prospects at every level of your sales funnel to enhance your chances of conversion. By connecting over a phone call, not only can you understand the prospect better but also let them have an insight into your product or services.
Personalizing Your Digital Marketing
Modulate and personalize your phone calls when you connect with your customers. However, it is also important to know your customer before you attempt personalization; it may take a different turn altogether which you may not want. Whichever way you plan it, be sure to research your prospect’s likes and dislikes, their preferences in terms of their professional choices. Restrict your research only to their professional preferences and avoid venturing into their personal areas; as it may not be a good idea and may terribly put them off.
So, you can totally disregard the myth that digital outreach need not be personalized.
A Company is doing Well if it Raises a lot of Money
That’s a common myth. Yet, if you look at the other side of the coin, the company is probably struggling to keep afloat and giving its final shots at making things work. There are companies who have yet not figured out the right product or service which would earn them great prospects and leads, and ultimately result in quality sales process and revenue generation. So, presuming that a company would raise a lot of money and is, therefore, working well, is one serious myth you need to bust.
As a company grows, it hires sellers
No matter how commonly this myth is justified or believed in, the fact is exactly the opposite. Usually, it is only when the company’s revenue begins to shrink and when it has tried out all the different sales techniques unsuccessfully. Sometimes, companies also hire more sellers as the existing staff has rolled out all the sales tactics they had, and instead of working well, things went south much quicker than they could imagine.
So, do not go by this and rule out any reality in this context.
100 calls are Equal to 100 Prospects
It could be a very naive thing to assume that you'll be generating quality leads and prospects with all the people you connect over a call with. People have different temperaments and different requirements. Not everybody is looking out for your products or services; neither is everyone going to be happy and receptive to your products.
In reality, there will be a few, maybe 2 or 3 people out of the 100 calls you made who would actually qualify. Moreover, there are people who require a little more nudging. You must follow up with them through emails, more calls, texts, etc.
Ignore Sales AI
Sales AI is a great tool that lets the reps recognize the prospects that would yield better results for them, i.e. make a purchase from them. Moreover, the advanced technology also enables the reps to estimate the time when they are most likely to hit the bullseye. The AI tools are an efficient mechanism to get insights about the prospects who are looking for similar solutions like your company offers.
Sales AI should certainly not be ignored as it is paving way for a brighter future of sales processes.
Don’t Cultivate Connections Beyond the Personally Known
It is believed that you shouldn’t be adding people apart from the ones that you personally know on professional websites like LinkedIn. Walking on with this belief may not get the person too far. It’s almost like saying you are in a trade expo or business event and wanting to connect only with the ones you know. That would be a classic case of missed opportunities right under the nose.
Don’t let that happen to your business. Make the most of the connections available. Look for common interests and assess the moods of the buyer. Connect with everyone you feel is a potential purchaser.
More Texting Will Generate More Sales Opportunities
This is not true. Your number would be added to spammers' lists if you sent more text messages. Be thoughtful of how you use your phone. Facebook may also be a good resource. However, when using Facebook, proceed with caution. This can often be perceived as an intrusion into a person's privacy and is not appreciated.
Sales is an Extroverts’ Forte
As much as the extroverts would like to believe this, unfortunately for them, it isn’t so. Sales was never a process that only wanted the reps to only be minglers and reach out to people with ease. It is a much intricate process that requires in-depth research, extraordinary sales abilities, and tonnes of soft skills which include the knowledge of when, where. And how much to speak.
Any person who possesses these abilities can be a good salesperson irrespective of whether they are an extrovert or not.
All Deals Need Equal Effort
While this may be true to some extent, if you go to see the fine print, you’ll realize that the smaller the deals, the more is effort. With these guys, you’ll require much more deliberation, much more explanation, and even after so much, you can never be sure if they would agree with you or your product.
The bigger ones would only hover over the major essentials and would not go into micro-managing the prices or other such aspects. So, yes! The smaller deals will need you to put in a lot more than the bigger ones.
Waiting for the Buyer to Come Half-way Through Their Purchasing
This is again a commonly believed myth but it’s a myth after all. When you observe the purchaser engrossed in buying, think of it as the best time to introduce your new product. This is the time when they are most receptive to listening to new ideas. They are already looking for new solutions there, and all you have to do is add to the buying atmosphere.
Go up and let them know how the product will add value to their lives and make them feel that you’ve helped them make their lives easier.
Making a Million is an Easy Job for Sellers
From the recent studies that show that it’s roughly about only a percent of the global number of sellers that make a million, you would definitely want to bust this myth. This is not true. Although the numbers could become higher; with the number of efforts required and the volatility that the field has, it becomes difficult to improve these numbers. Not only is finding new prospects a tough job, but customer retention could also take enormous levels of blood and sweat.
Multitask your way to Success
You are not told to take a break for no reason. Multitasking can get you off the board and could result in underperformance and lesser 5productivity. The concentration you lose when you are handling multiple things at one time will only result in messy outcomes. With so many calls, emails, campaigns, and voice calls happening, how do you think you’ll be able to give your best to any one of them?When multitasking, using a tool such as StackBrowser's Spatial Browser can help you organize your work better.
Plan your schedule and then try to stick to it. Even if things spill off the platter, you’ll know what spilled and what do you have in hand.
How can Deskera Help You?
With Deskera, businesses can take care of all of their needs using this cloud-based software. Handling your requirements is now easy; be it customer relationship management or email marketing. It also helps you with offering customer service and tracking feedback.
You need software that can gather up all the relevant aspects of your sales process in one place when you want to streamline your sales process. From sales pipeline to the purchase orders, Deskera CRM Plus provides you with access to all the necessary details under one roof.
The software is a boon for business owners. Apart from your sales, there are other parameters that you can monitor continuously such as income statement, profit and loss statement, and balance sheet, among others.
Having learned about the myths now, use Deskera CRM, you can digitize customer service. You can also utilize this software to plan out your team's work to improve preciseness.
Run through this short video to learn more about Deskera CRM:
Now obtaining clarity on significant aspects of sales like outbound Emails is easy. Learn how to configure them in this video:
Myths and legends could be detrimental to your sales process, and we believe it is essential to learn about them. With the compiled list as presented in this post, we hope to have helped you bust some of the most dangerous myths in sales.
- Make the most of your calls to your prospects and do go overboard by making your calls too personal with the prospects.
- Do not ignore AI which is very much the future and is possibly going to provide pathbreaking discoveries across industries.
- Do not text unnecessarily; it may land you in the recipient’s spam box.
- Even if you are an introvert, you stand an equal chance of excelling at sales if you have the right knowledge and skills.
- Avoid multitasking. Draining off your brain’s ability to keep going and taking the right decisions can get hampered. It could prove to be more harmful than you thought.