The Advanced Selling Podcast Three Sales Fallacies That Are Limiting Your Success
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Jan 16, 2025 Dive into the intriguing world of sales misconceptions as the host unpacks three major fallacies. First, discover why more activity doesn't necessarily lead to better results – it might just be busywork. Next, explore the myth that increased pressure can boost performance, often causing the opposite effect. Finally, learn about the control fallacy, which reveals that trying to micromanage prospects can backfire. This thought-provoking discussion encourages sales professionals to re-evaluate their beliefs for greater success.
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The Activity Fallacy
- The "activity fallacy" is the belief that more activity leads to better results.
- Simply increasing activity, like calls or proposals, can create resistance and may not yield more results.
The Pressure Fallacy
- The "pressure fallacy" assumes that increased pressure leads to better performance.
- Pressure can hinder creativity and doesn't address underlying issues like fear or lack of knowledge.
The Control Fallacy
- The "control fallacy" is the misconception of controlling prospect behavior.
- Focus on making your offering compelling instead of trying to control the sales process.
