Friday, September 4, 2009

Facts And Fallacies About Selling - Falacy One

Are these fallacies alive and well in your organization and how much money are they costing you in lost sales and burned resources?

Fallacy 1: Salespeople are obsolete.

Reality: Products and services where customers need genuine assistance require highly-trained, skilled sales professionals. Marketing and sales tools can only propose the sale – professional salespeople secure the business.

There are not enough high-performing, professional salespeople to meet today’s increasing demand. Most top performers have lucrative careers and are not easily lured away. Today’s companies need salespeople capable of persuading prospects to switch from a current supplier.

Average producers and hard-working order-takers are poorly equipped to find and secure these new accounts. Today’s sophisticated prospects reject back-slapping, talking brochures or slick, disingenuous, manipulative sales techniques. They do, however, invite professional salespeople into a mutually beneficial collaboration.

Firms with salespeople at this level of selling competence command margins between ten to fifteen percent higher than industry averages.

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