Myth #1: Only Someone Who Talks a Good Game Can Sell

In reality, fast talkers don't really do very well in the world of sales. They have a bad reputation because their prospects can sense the pressure, the insincerity and the lack of concern and compassion. A good listener will outsell a fast talker any day of the week. When you don't listen, you don't learn about the individuals, the companies and their priorities. You won't be able to address their needs, hence your chances of making the sale are greatly diminished.

Myth #2: Sales Is a Numbers Game

Actually, sales is a numbers game--the harder you work, the more money you make! Lots of sales managers are obsessed with numbers: how many cold calls on the phone, how many in person, how many appointments, how many sales. I've even seen tons of forms that salespeople have to fill out and hand in at the end of the day. That's how the sales manager monitors the salespeople. Does this sound like elementary school homework or what? Sales work is about people, not numbers. It's a lot more like brain surgery than bingo. It's about research, information and relationships. No, sales is not a numbers game.

Myth #3: To Succeed in Sales, You Must Have Thick Skin

Yes, we all have to (graciously) call on internal reservoirs of strength to deal with inevitable setbacks. But that's not the same thing as developing an outer persona that is offensively aggressive.

In the name of thick skin, a lot of salespeople have adopted a persona that is, in a word, insufferable. Their attitude seems to be, "I succeed, you fail, see you around!" Professional sales result in win-win situations.