I recently had the opportunity to debunk a few myths about wolves. I visited the Colorado Wolf and Wildlife Preserve and came face-to-face with some misconceptions. Our culture is permeated with tales of the Big Bad Wolf, leading to widespread hunting of these animals to the point of endangerment. The reality is that people have nothing to fear from wolves. My experience with Micah (pictured below) got me thinking about how we in sales sometimes constrain ourselves with limiting beliefs, or myths.
There are four major sales myths holding many of us back:
1. Expertise is the source of our credibility
Most of us are all too eager to demonstrate our product and business knowledge and quickly take control of a customer interaction to demonstrate expertise. We believe this will help our clients trust and buy from us. However, as Amy Cuddy finds in her recent book Presence, competence is only part of what compels trust. And, it's the lesser part! |
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