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3 Lies B2B Sales People Believe That Consistently Ruin Deals

By Darren Pierce on Nov 13, 2014 6:00:00 AM

Sales people have a reputation for being liars.

And sometimes we are . . .

To ourselves.

Sometimes the biggest stumbling block to sales success is what’s going on inside your own head. Stop telling yourself these three lies.

Lie #1: I’ve Got This Deal In The Bag

Here’s a good rule of thumb. The deal isn’t in the bag until the deal is actually in the bag.

This probably one of the most common lies B2B sales people tell themselves, and it’s dangerous because even though you nailed the pitch and have developed a great relationship with the client, you still don’t know exactly what they’re thinking.

You don’t know what’s happening on their end that could be swaying their opinion.

Even if a customer says, “This looks great. What are the next steps?” there’s still a chance he could balk at the last minute.

Lie #2: I’ve Got Too Many Clients. If I had Fewer, I Could Provide Better Value

Here’s a secret—no sales people ever think they have the perfect amount of clients. They always wish there was less of a workload. Who doesn’t?

Your client count may not change, but where you focus your energy can.

It’s the old 80/20 rule. Typically, 20% of your customers provide 80% of your business. So focus on those 20% of customers first and give them the most effort.

Lie #3: They’re Definitely Not Talking To My Competition

They definitely are.

Most etailers are going to shop around for a while before making a buying decision. You’re crazy if you don’t think they’re going to do an internet search for other brands in your industry.

Even if you’ve had a past relationship with some etailers, if they can save money by going with someone else who provides equal value, they’re going to do it.

Don’t relax and don’t assume you’re their only option.

I think it’s about time we all stop telling ourselves these B2B sales lies!

What lies have you told yourself before?

Share one in the comments!

Image: flickr

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Written by Darren Pierce

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