Some people blame salesmen for lying. In fact, that is usually not true. The real problem is not that salespeople would lie to clients, but they lie to themselves. They live in illusions which make them work less efficiently then they really could.
Illusion #1: "The deal is going smoothly. I can mark it as closed."
When the sale seems to proceed well, we all tend to slow down a bit. The problem is that the sale is not closed until after signing a contract, product delivery and the decision not to return it. Anything can happen, so even a decided customer may have to postpone the purchase. Therefore, do not start celebrating too early.
Illusion #2: "I am not selling much because the product is bad."
A product, which has nothing to offer to potential customers, will never last long in the market. At the same time, there are no perfect products and services. If you have a lot of negative feedback from your customers, ask your fellow sales collegues for recommendation, which product features they use as key leverage.
Illusion #3: "It is impossible to sell anything due to bad economic situation."
In any economic situation, people always need to buy. Of course, in times of crisis demand goes down, but it does not mean that you cannot sell at all. Again it is worth to be inspired by colleagues who show better results. Maybe it's time to change your sales strategy.
Illusion #4: "My method of selling is perfect, I would not change it."
Life changes, and hence it is necessary to change selling approach once a while. No tactic will work forever. Try to play occasionally a little and try something new. Even if it does not bring results, you can learn from it.
Illusion #5: "I am reaching my goals according to plan, so I don't have to keep a record of all activities."
Well organized sales people have a big advantage over their colleagues. Detailed records provide an overview of how far you are with various prospects. This allows you to plan your activities, as well as your income.
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