Why is prospecting important for salespeople?

Prospecting is essential because it helps salespeople identify and initiate contact with potential clients. Without prospecting, there’s no pipeline — and no pipeline means no sales.

What are the common ways salespeople find prospects?

Salespeople can find prospects through introductions, social media, networking, internal referrals, cold calling, email outreach, association memberships, purchased lists, and business networking groups.

What's the next step after finding a prospect's name?

The next step is to make contact — typically by phone or email — to engage the prospect, understand their situation, and determine if they are a good fit.

Why is prospecting so difficult?

Prospecting involves frequent rejection, emotional highs and lows, and a lack of immediate payoff. Salespeople face hang-ups, ignored calls, false interest, and cancellations — which makes the process emotionally taxing.

Do salespeople need to enjoy prospecting to be successful?

No, they don’t have to like it — they just have to do it. Discipline and consistency matter more than enjoyment when it comes to successful prospecting.

How can handling rejection improve sales performance?

Salespeople who are rejection-proof are more likely to ask tough questions, stay objective, push through objections, and recover quickly — all of which drive sales success.

What traits help a salesperson become rejection-proof?

Traits include emotional resilience, active listening, confidence, objectivity, and the ability to bounce back from failure without internalizing it.

What increases the chance of success when prospecting by phone?

Having a solid, distinctive phone approach that doesn’t sound like every other salesperson increases the likelihood of starting meaningful conversations.

5 Sales Myths That Still Hold Salespeople Back

Posted September 2, 2025 in Sales Brew

The truth is, there are no secrets in sales anymore. The internet has eliminated any mystery behind how to succeed in sales. With a smartphone and Wi-Fi, you can find strategies, scripts, and processes at your fingertips.

So why do nearly 80% of salespeople still struggle to hit their goals? The answer often lies in what they believe. Too many salespeople are held back by sales myths that feel true but are not grounded in reality. What about you? Do you accept any outdated myths as facts? Some may include:

People only use 10% of their brains
There is a dark side of the moon
Behavior is affected by the full moon
Sugar makes children hyperactive
Lightning never strikes the same place twice

Sales myths are not just harmless misconceptions. They shape how salespeople think, behave, and approach prospects. If you believe something to be true, even when it is false, you build your sales strategy around it. That often leads to missed opportunities, stalled deals, and frustration.

5 Sales Myths Most Salespeople Still Believe

People buy from people they like

It is true that likability helps, but it is not what closes deals. Buyers ultimately choose based on trust, confidence, and value. They need to believe in you, your product, and your company. Likeability may open the door, but credibility seals it.

Buyers make decisions based only on price

If price were the only factor, the lowest-cost options would dominate every industry. Look at car sales. The cheapest vehicles sell in small numbers, while higher-priced models dominate the market. Buyers want value, safety, brand reputation, and features that meet their needs. Price is a factor, but rarely the deciding one.

Closing skills are the most important

Closing matters, but it is not the top skill. In fact, data shows that top performers often lead sales without being strong closers. Instead, they excel in building trust, uncovering needs, and guiding buyers through the decision-making process. And by doing so, they close along the way, during the sales process.

The customer is always right

Today’s buyers are more informed than ever. They have access to reviews, pricing, and competitor information. But being informed does not mean being right. If salespeople accept this myth, they fail to challenge buyers’ assumptions and provide real value through insight and expertise.

Prospects are always honest

Prospects are not always upfront about their intentions. If they were, they would tell you their budget, timeline, and decision-making process on the first call. Instead, many withhold information to keep leverage or test your persistence. Successful salespeople learn to uncover the truth by asking tough questions and not accepting surface-level answers.

Why Training Alone Does Not Break Sales Myths

Many organizations invest heavily in sales training, but training alone rarely drives lasting results. A workshop can introduce new strategies, but without addressing the root beliefs that hold salespeople back, nothing changes long term.

What usually happens?

Top performers stay on top.
Mid-level salespeople maintain average results.
The bottom 20% remain stuck.

The difference-maker is not just learning a new process. It is identifying and challenging the sales myths that shape daily behavior. When salespeople change how they think, they change how they act.

Moving Beyond Sales Myths in 2025

Sales success in 2025 requires more than tactics. It requires the right mindset. Leaders must help their teams recognize outdated beliefs, challenge them, and replace them with proven approaches. When you eliminate sales myths, you free salespeople to build stronger pipelines, close more deals, and grow revenue.

FAQ About Sales Myths

What are sales myths?
Sales myths are false beliefs about how selling works. They often sound logical but are not backed by evidence or data.

Why do sales myths persist?
They are passed down through managers, colleagues, and outdated training. Many myths feel true because they are repeated so often.

How can I overcome sales myths?
Start by questioning your own beliefs. Compare them to your actual results and seek data-driven insights from proven sales systems.

Is price really not the main driver for buyers?
Price plays a role, but buyers usually prioritize trust, value, and problem-solving ability over simply choosing the lowest cost option.

Can sales training help eliminate myths?
Yes, but only if it goes beyond introducing techniques. Training must address the mindset and belief systems of salespeople to drive lasting change.

PROSPECT BETTER IN 2025: Download our Free Sales Prospecting eBook!