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Busting Sales Myths
Neil Rackham, founder of Advantage alliance partner Huthwaite, Inc., spent 12 years doing sales research. During "Project Sigma," Neil and his team of researchers observed 35,000 sales calls in 23 countries, and the project findings challenged the most cherished myths in the business. The Huthwaite white paper, "Mythbusters: How Major Sales are Really Made," examines ten of those myths. View PDF file.
Myth #1: “Selling is selling – a good salesperson can sell anything”
Myth #2: “To get more orders, make more calls”
Myth #3: “Always call high”
Myth #4: “Use plenty of open questions – they’re more powerful than closed questions”
Myth #5: “Close early and close often”
Myth #6: “You never get a second chance to make a first impression”
Myth #7: “Salespeople are born, not made”
Myth #8: “Welcome objections – they’re a sure sign of buyer interest”
Myth #9: “Never attack the competition”
Myth #10: “Give the most attention to your biggest accounts”
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View the printer-friendly PDF file