3 deadly sales myths debunked

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As salespersons, how often have we heard well-intended advice given by others, but they don’t seem to make sense?

Here are three deadly sales myths debunked.

Conventional Wisdom 1: To increase your sales pipeline, go for networking events

Many people associate attending networking events as physically draining exercises – we hate being pitched to, but we have to be there to find potential business. And 90 percent of the time, we can’t find even direct customers!

I say, stop going for networking events to find sales.

There is nothing wrong with attending conferences. High-quality networking events are good (Tech in Asia organizes some pretty cool ones ourselves). However, most sales guys go for networking events with the intention to get more business – and that is wrong.

If you’ve come across insurance agents shoving financial products in your face at roadshows, it’s likely that you’ve felt frustrated with their pushy tactics.

Yet, we bring that same approach to networking when we want to increase our sales pipeline. You are so eager to share about how your company’s product can help the unsuspecting prospect.

Herein lies the problem – when you are desperate for sales, you send off a needy vibe – and nobody wants to do business with a needy person.

Networking is not something that you do to get more business. If you don’t have enough clients, you have a product market-fit and/or marketing problem. And you can’t solve a marketing problem with networking.

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Here’s a thought: when attending events, don’t network for yourself. Network for your clients. Get to know your existing customers’ needs on an intimate level beyond your core product or service, and seek to send business their way.

Are they looking to hire? Find talent for them.
Are they entering a new market? Find incorporation providers for them.
Are they finding a new office space? Find them a good property agent.

Conventional Wisdom 2: Benchmark your price against your competition

Conventional Wisdom 3: When met with price resistance from a customer, justify your value