The famous ABC (“Always Be Closing”) sales technique is taught and embraced in many industries. This high-pressure mentality would be recognized as a recipe for disaster, if it weren’t for two supporting sales myths that excuse (and perhaps encourage) bad sales behavior.
The two myths? I’m confident you know them:
1. Sales is just a numbers game.
2. Every no gets me closer to a yes.
Imagine a motivated young salesperson who is taught aggressive closing techniques backed by these two myths. The last prospect hung up on me? No problem — every no gets me closer to a yes. I said something that isn’t quite true? No problem — sales is just a numbers game.
Those operating under the influence of these myths do staggering damage to the reputation of professional salespeople. They seek to close the deal regardless of the impact on the customer relationship, and are left trying to outrun the customer churn.
Is that how you want to do business?
How to Combat These Myths
It is true that your business funnel has more potential buyers than customers. Understanding your performance and your numbers is important, but that doesn’t mean you have to treat people like a number.
The best way to combat the numbers