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Telemarketing Sales: Do You Buy Into These Sales Myths?

May 06, 2013
By Susan J. Campbell - Telemarketing Software Contributing Editor

Sales can be a tough path for those who lack the understanding of what it takes to get the job done. There are plenty of assumptions that exist, suggesting that top salespeople are trained for success, the strong close is always needed, product knowledge is essential and more. Is it possible that these assumptions are really just myths among salespeople already leveraging telemarketing software?

A recent Lead Management post argues that this is the case and even offers arguments as to why they suggest that common beliefs within sales are actually just myths. Let’s take a look at some of the myths and the truths to learn a little bit more about the sales world.

1.      Did you know top performing salespeople are made and not born?

It sounds like a good idea, that you can train anyone to be successful in sales. The truth, however, is not nearly as glamorous. The top one though five percent of any successful sales force will possess two unique qualities not found in others: ego drive and empathy. The individual wants to win, yet they can also be sensitive to the wants and needs of the other person. These qualities are not taught; you either have them or you don’t.

2.      Did you know the top performing salespeople are very strong closers?

The Always Be Closing (ABC) mentality of the successful sales team may apply in door-to-door sales when you only have one chance to get the win, but it doesn’t work in long-term sales. Instead, those who are truly successful build relationships, offer advice as a consultant and treat others with respect. The hard close is often detested and viewed as a manipulative way to secure a deal. For those who want repeat buyers, the more effective approach is to build the relationship.

3.      Did you know that product knowledge can turn you in to a sales superstar?

While it’s true that knowing your product offering well is important to the success of your sales campaign, information alone means nothing. The ability to apply that information to the understanding of a business problem or challenge is key to closing the sale.

4.      Did you know that a sales career is near the bottom when it comes to status and income?

Sales can actually produce one of the highest paid careers in the world. Plus, many executive level employees started on the sales floor, which can often be a fast-track to upper management.

5.      Did you know that women are often only effective in specific sales positions?

In reality, companies are increasingly seeking women to fill sales roles in industries that have traditionally only seen men on the sales force. The right qualities needed for sales success have nothing to do with gender, leveling the playing field for many seeking to launch a career.

Whether the sales force is out in the field or working from the call center, the right personality is key to making the most of every customer interaction. Telemarketing software can lend considerable value to both teams, when applied and used correctly. VanillaSoft has been developing robust telemarketing software solutions for years, designed to enable motivated sales teams to quickly connect with right party contacts and increase conversions.

Edited by Jamie Epstein