Successful Sales People are Slick.
Wrong. It seems this series of blog entries should be titled: shattering the myths of selling.
Do your remember Herb from WKRP. Herb was the sales representative for the radio station WKPR. He would take you lunch, try to get you drunk, tell you what you wanted to hear, get you to sign [...]

Sales is the Most Stressful Job There is.
Wrong Again.
With the correct adaptability strategies, sales can be fun, financially rewarding and emotionally satisfying.
As we talked about in an earlier blog entry, selling has nothing to do with your success. Selling is helping others to buy. That is why selling can be so rewarding.
Selling is about helping [...]

A Closing Technique That Every Sales Person Should Know.
Closing requires you to pressure your client or customer to make a decision.
If you read the previous blog entries you will know this is false as well.
Good sales people understand that closing the sales is a natural part of the buying process.
When I working with someone I walk [...]

Professional Sales People Do Not Fear Rejection
Wrong! Sales people are still people and they have the same basic fears as regular people. They learned adaptability strategies to help them reframe rejection and not take it personally.
Rejection is harder to handle for some than for others.
How do you not take rejection personally? A better question might [...]

True Sales Professionals are Born
WRONG – Sales is like any other profession. If you are an accountant you went through years of training to receive that designation of CPA.
If you are lawyer, you went through years of training to earn the title Attorney.
If you are a computer professional, you earned your professional designations through hard [...]

Selling is the Highest Paid Profession.
Wrong! Selling has nothing to do with your success.
Remember this truth: Selling has nothing to do with your success!
Helping others to buy has everything to do with your success!
You made an appointment with a sales representative and you wish there was a way to cancel the call. You do not [...]