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3 Dangerous Beliefs That Are Hurting Your Business

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Fun fact: Prospects aren’t the only people who are sales-averse. Many founders looking to grow their business come down with a case of sales cooties, too. Unfortunately, they’re not doing themselves or their prospects any favors. Find out why!

In Today’s Jam

  • Sales Tip of the Week: Ask “No” Questions

  • The Sales Lab: 3 Dangerous Beliefs That Are Hurting Your Business.

  • Weekly Poll: Non-voters Get Capped Commission Just Because 

  • Sales Q&A: Tips on Scaling as a Solopreneur.

  • Are you Built to Sell? 

  • Sales Scene of the Week: An “Unbeatable” Sales Technique.

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The Sales Lab🔬: 3 Dangerous Beliefs That Are Hurting Your Business.

Sales is one of the most important skills just about anyone can master. But to this day, many people share misconceptions about the art of selling and the powerful ways it defines our businesses and shapes our everyday lives. 

No exaggeration. 

Even stranger, the ‘average Joe’ isn’t the only person who finds himself being ‘sales-averse’. Many founders and business leaders suffer from sales cooties as well. Needless to say, this isn’t something that’s good for business.

Shake the Misconceptions

Three misconceptions tend to plague leaders in founder-led sales:

  • “I don’t want to ruin the relationship.”

  • “Asking too many questions, or questions that are too direct, must be annoying for them.” 

  • “I don’t want to be seen as too sales-y or pushy.”

Founders who think like this have got it all wrong. Without asking questions, sales literally can’t work. Luckily, there’s a simple fix. Don’t change your approach (asking questions). Instead, rewire your brain.

A Matter of Perspective

A simple hack to immerse yourself into the sales-related aspects of your business is to stop viewing your efforts as being a burden to the client.

Are you really pressuring them into doing something they don’t want to do by asking useful questions? Or are you helping both yourself and the client save time by getting to the root of their issue?

The best part about this?

It’s zero BS.

If you don’t ask them anything, how can you know for sure what they need?

And if you have a solution that’s perfect for their company but miss out on the opportunity to sell them, did you do that client any favors? 

The bottom line: Not asking questions doesn’t make you more tolerable. It makes you less effective. In the end, your business loses and (potentially) so does the client.

It’s About Relationships

Asking ‘annoying’ questions is a sure way to build relationships with prospects. Closing the sale is only one of the ways you win when interacting with potential customers. You can also expand your network by simply helping a prospect get that much closer to what he/she needs (assuming there’s no product fit). 

Sure, prospects are probably in need of a solution that suits their current dilemma. However, most people will appreciate an advisor that saves them time and a headache. Are you ‘annoying’ this prospect with your questions? Or are you adding someone to your network, something that will likely pay dividends down the line? 

A Collaborative Process

Could it be that you’re viewing the conversation totally one-sided? Viewing it like it’s meant to be a one-way street paved with ‘nosey’ questions and ‘endless blabbering’?

You probably are.

And you’re definitely wrong – at least in theory.

After all, these conversations are meant to be collaborative.

When done right, your questions should allow the prospect to open up; you should be learning more about their company, and their needs.

Not monologue like a main character from a Shakespearean play. 

Stop imagining it being some kind of stage on which you have to tap dance and annoy your audience. Look at it as an opportunity to collaborate with a prospect in learning whether you guys are a fit.

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Sales Q&A

Tips on scaling and staying a Solopreneur

It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.

Game Changers of the week🔥

AI Tools Will Supercharge Solopreneurs (here’s proof)

Graham Cochrane gives his take on why AI will never be a danger to Solopreneurs and why the prevalence of these tools is more a blessing than a curse in this insightful breakdown. Worried you’re going to get replaced by AI fodder from Will Smith’s I Robot? Find out why you’re wrong.

How to Consistently Create Videos to Grow Your Business

Video is still a powerful media in the digital landscape; needless to say, it remains a powerful tool for Solopreneurs looking to grow their business. Check out Pay Lynn on The Smart Passive Income Podcast and learn how best to integrate video into your marketing. 

Built to Sell: Creating a Business that Thrives Without You

John Warrillow’s Built to Sell: Creating a Business That Thrives Without You is one of the most powerful resources we’ve recommended to date. It’s an absolute gold mine on how Solopreneurs can perform at their best with systems in place that work perpetually. One of our favorite takeaways is why a single client shouldn’t bring in more than 15% of your revenue. 

The Three Skills You Need for A Successful Business

Myron Golden tells it like it is on the three skills every Solopreneur needs to conquer their industry. Have you mastered any or all of these skills?

Sales Scene of the Week🎬

Roy DuPont Teaches You an  “Unbeatable” Sales Technique: (j/k)

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