What are the myths and legends surrounding the figure of the commercial? What’s true and what not? A good business must always be a very outgoing person? Is it absolutely necessary to be an “ace” in sales techniques?

An activity such as the sale has always been surrounded by a number of legends that mystify the figure of the commercial. In an economic environment like the present, the traditional model has been superseded and seller of “white smile” and techniques known sale was passed to the “confidence builder.” Monica Mendoza, psychologist, consultant and expert in sales and author book “what you do not count the sales books: 20 truths that urgently need to know to sell more,” reveals the myths that surround the business.

Myth 1: The seller is to inform the customer

This is no longer a truth but a myth. Today, customers are very informed. They have full access to information. So you can compare and choose. In addition, the Internet allows customers to know what others like him are saying. This point, today, is decisive. “If we get references on the net about our product recommendations are getting” reliable “from the point of view of the customer,” says Monica Mendoza.

Myth 2: If you visualize the result, the draw to yourself

The mythical technique of repeating yourself, “I’ll get it, I’ll get it? I see it”, is neither effective nor true. This is useful as long as parallel becomes intense work and believe in yourself. “The view alone is useless, it applies what Picasso said” May the muses get caught working! “Added Mendoza.

Myth 3: I’m at a disadvantage if I have the best product

Failure represent best product available in the market position seller at a clear disadvantage is false. Today, a wide range of products that are correct, they are in the same category. What makes the difference “are not the characteristics of the same but the seller is its” know-how “which adds value to the sale, especially in mature and saturated supply markets. Also, remember that the customer does not buy it that is objectively better, but what he thinks is best for him at the time and the budget you want to invest. “

Myth 4: A good salesman sell a refrigerator to an Eskimo

This statement is not entirely true because, in reality, good seller would not make that sale. Why? Because it would not achieve a sale tracking. That is, the Eskimo would never buy, because eventually he would realize that you do not need the refrigerator. Thus, it would be just a punctual client, which could not extract more purchases.

Myth 5: The good seller is the “white smile” and knowledgeable sales techniques

The myth of the commercial with the “smile Profident” has already been diluted. There is no profile “type” of good seller. This does not have to be overly friendly, outgoing, etc. Great salespeople who are shy may exist. The kit of the matter is that generates confidence. We assume that following a good methodology, is constant, can do a good prospecting, etc. “Too much importance to the trade have knowledge of sales techniques is given when helping to sell is the” art of building trust “and here little training or little self-analysis is done” concludes Mendoza.