Do you remember being told goldfish only remember things for 3 seconds?
Or that cracking your knuckles causes arthritis?
Or that the Great Wall of China is visible from space?
None of those are true.
But we’ve all believed things that sound right… until we learn they’re not.
Sales is no different.
So this week we're covering 5 sales myths that must be unlearned.
FEATURE
Myth 1: Awkward silence is always bad
When the prospect goes quiet, most reps panic.
They start filling the void with nervous rambling.
Why?
Because silence is uncomfortable. It creates pressure.
But that pressure is your advantage.
So ask the question… then shut up.
Let silence do its work.
Truth: Silence is a weapon. Get comfortable being uncomfortable
Myth 2: Saying yes to every request wins deals
Discount? Yes.
Custom terms? Yes.
References? Yes.
Giving in to every request creates the illusion that the deal is moving forward.
It’s not.
You just end up giving a lot without getting much (or anything) in return.
Every request is an opportunity to ask for something that actually progresses the deal.
So push back strategically.
Truth: Real partnerships require give AND take. Not just give.
Myth 3: Procurement is the enemy
As reps, we love to hate procurement.
They pull competitor quotes.
Negotiate the hardest.
And slow things down.
While that’s true, getting procurement on your side is a massively underrated win.
They can block your competitors, introduce execs, and loop in other departments that may need your product.
So figure out what they really want (it’s rarely just price).
Truth: Risk mitigation and favorable contract terms are strong levers to turn procurement into an ally.
Myth 4: We lose deals because we’re too expensive
Yes, you'll lose some deals on price – but most deals are lost on value and differentiation.
Look at the market leaders in any B2B vertical.
Salesforce. Gong. Docusign. Adobe.
None of them are the cheapest option.
Yet they own the biggest market share in their categories.
Truth: Lower perceived value kills far more deals than high prices.
Myth 5: Deal Desk exists to help you close deals
Companies love to market them internally as “deal support.”
But they only exist to protect the business. Not your quota.
Pass them a messy deal and they won’t think twice before throwing a wrench.
So hand them a bulletproof business case that’s easy to approve.
*More on navigating Deal Desk in a dedicated issue soon.
Truth: Deal Desk is often your biggest blocker, so treat them like your toughest internal prospect.
YOUR TWO CENTS
➡ What percentage of your pipeline comes from cold outbound?
0-10%
11-25%
26-50%
51%+
*Reply with your number. I’ll share the poll results in the next issue.
LAST WEEK’S POLL RESULTS
➡ How often do you re-watch or re-listen to your own sales calls?
Every week - 9%
Once in a while - 31%
Rarely - 22%
Never - 38%
*Appreciate all the votes last week. Keep 'em coming!
