Top Sales Misconceptions
1. I have to call on a purchasing agent.
2. I cannot close on the first call.
3. My Prospects will only buy if I have the lowest price.
4. I should educate my prospects.
5. Prospects who think things over will eventually buy from me.
6. The economy is bad and my prospects don't have much money.
7. It's impolite to ask people about their finances.
8. Most prospects are sincere.
9. I can't sell without first demonstrating my product.
10. I can't ask a question which might cause my prospect to become upset.
11. I usually look for the lowest price.
12. I do some research before making a major purchase.
13. A major purchase is anything over $150.
14. My customers won't give me referrals.
15. My product is more difficult to sell.
16. Some prospects are really difficult.
17. There are certain things that you just can't say.
18. I'm doing OK.
19. You can't change a bid specs after the RFP (request for proposal) has been issued.
20. My product or service costs a lot of money.
21. If they're happy with their current vendor I can't sell to them.
22. I'm not happy with who I am.
23. I don't like cold calls.
24. If I'm right and the prospect is wrong I must correct them.
25. My territory is the most difficult in which to sell.
26. The most important part of the sales call is making friends.
27. The most important part of the sales call is what you say.
28. The government must go with the lowest bid.
29. I can't call on a company president.
30. I can't shorten my selling cycle.
31. It's OK if my prospects wish to shop around.
32. It's OK if my prospects wish to think things over.
33. I need my prospects to like me.
34. Don't talk to strangers.
35. Most prospects are truthful.
36. I can't sell without literature.
37. I can't confront a prospect.
38. I usually think things over before making a decision.
39. I usually comparison shop.
40. Money is tight.
41. I need to show my prospect that I know what I'm talking about.
42. My business is different.
43. Some of the concepts in this training don't apply to me.
44. A lot of questions might cause my prospect to become upset.
45. I have to answer the questions which a secretary may ask of me.
46. It's normal to get objections on a sales call.
47. Money isn't that important to me.
48. I have a long sell cycle.
49. It's rude to ask a lot of questions.
50. I must dominate the conversation.
51. I can't fake sincerity.
52. I don't have time to prospect.
53. The most important part of the sales call is the quote.
54. The most important part of the sales call is the presentation.
55. A negative prospect is the toughest to sell.
"Chris McDonell's approach to selling and his ability to communicate are sure to help your sales and management team drive results. A consummate professional, Chris has a thorough understanding of what it takes for sales/management teams to be successful, and how to partner with more prospects faster. Chris's leadership development training hits the mark with the right content, and real world solutions. I have used Chris for several of my team meetings and inevitably he is the highlight. I would highly recommend Chris if you want your sales and leadership team to recognize its true potential."
Mike Wysong Lead VP AmerisourceBergen