The Lies That Sales People Believe
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The Lies that Sales People Believe How do they prevent sales development & growth? @icarolemahoney #SalesXperts
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Transcript of The Lies That Sales People Believe
The Lies that Sales
People BelieveHow do they prevent sales development & growth?
@icarolemahoney #SalesXperts
Introductions
Unbound Growth Founder
www.unboundgrowth.com
linkedin.com/in/carolemahoney
@icarolemahoney #SalesXperts
Agenda
Current state & perception of sales development
12 lies salespeople believe & their impact
How to debunk the lies
Questions
@icarolemahoney #SalesXperts
@icarolemahoney #SalesXperts
1
Source: Sales Executive Council
#mindsetmatters
Supportive
Beliefs
No Need
Approval
Emotional
Control
Supportive
Buy Cycles
Ease
Discussing
Money
No
problem
with
Rejection
Source: Objective Management Group
@icarolemahoney #SalesXperts
@icarolemahoney #SalesXperts
@icarolemahoney #SalesXperts
11) “I can’t get referrals.”
Image credit:
rantsports.com
@icarolemahoney #SalesXperts
12) “I can’t call on decision makers.”
Image credit:
www.csnne.com/
@icarolemahoney #SalesXperts
13) “Of course they need to do due diligence.”
Image credit:
athlonsports.com
@icarolemahoney #SalesXperts
15) “A personal sales plan isn’t crucial.”
Image credit:
nesn.com
@icarolemahoney #SalesXperts
16) “I need to educate my prospects.”
Image credit:
patspulpit.com
@icarolemahoney #SalesXperts
17) “I can’t ask them about their finances.”
@icarolemahoney #SalesXperts
18) “If they think it over, they’ll buy.”
Image credit:
bostonglobe.com
@icarolemahoney #SalesXperts
19) “Prospects are honest.”
Image credit:
bostonglobe.com
@icarolemahoney #SalesXperts
110) “I have to tell them how to decide.”
Image credit:
cbsnews.com
@icarolemahoney #SalesXperts
111) “It’s more difficult to sell in this industry.”
Then: 2000 draft● #199 in the draft
pick
● 6th round choice
● Slowest
● Skinny
● Most competitive
league in sports
Now: 2017 Super Bowl LI● 7th time starting a Super Bowl
● 5th Super Bowl win
● Most passes and yards in a game
● Largest deficit overcome (25
points)
● Most first downs in a game
● Most completions in a Super Bowl
● Most touchdowns in a Super Bowl
@icarolemahoney #SalesXperts
112) “Buyers have all the power.”
28 3 3rd 8:31
What to do?
Individuals
●Positive attitude
●Awareness
●Action Plans
●Constant
Improvement
@icarolemahoney #SalesXperts
Leaders
●Culture
●Objective
Evaluation
●Ask vs Tell
●Accountability
The team takes on
the mentality of the
coach.
Contact Me
Carole Mahoney
linkedin.com/in/carolemahoney
@icarolemahoney #SalesXperts
