Top 10 Lies That Sales Reps Tell Themselves

Last Updated May 16, 2011 6:50 AM EDT

Few habits are worse than self-deception. When you try to fool yourself, you always end up being the fool.

Here are the most common lies that sales reps tell themselves, the hidden truths behind them, and some sage advice for avoiding them.

  • LIE #1: I'm pretty sure the customer has a budget.
  • Why It's a Lie: Budget is either allocated or it's not.
  • The Real Truth: You haven't fully qualified the lead.
  • What Results: You spend time and effort on an account that probably won't close.
  • Your Reality Check: Confirm that a budget exists before expending much effort on an opportunity.
  • LIE #2: My pipeline consists only of fully qualified opportunities.
  • Why It's a Lie: Chances are there are some dead ducks in your pipeline.
  • The Real Truth: Until you develop an account, you don't really know if they're qualified or not.
  • What Results: You consistently over-estimate what you'll be able to close.
  • Your Reality Check: Weed out your pipeline on a regular basis.
  • LIE #3: This is a qualified lead even though they have no budget.
  • Why It's a Lie: If they don't have a budget allocated, they're not qualified.
  • The Real Truth: You're so desperate that you're working the long shots.
  • What Results: You live in a fantasy world where budget magically appears.
  • Your Reality Check: The moment you know that there's no budget, gracefully extract yourself from the "opportunity."
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