| I don't need everyone to perform
at their best |
| I don't need a strong
relationship with my prospects in order to sell them |
| I don't need to manage my
people's behavior |
| My people don't need to be
debriefed |
| I can't let a salesperson lose a
piece of business |
| My salespeople should watch me
sell |
| I must make presentations |
| I must make proposals |
| I have to call on purchasing
agents prior to end users or decision makers |
| If they like their current
vendor, I can't sell them |
| It's rude to ask a lot of
questions |
| Prospects are honest |
| Prospects that think it over
will buy from me |
| It's not OK to confront a
prospect |
| I can't get referrals |
| My salespeople need to present
information to their prospects when asked |
| Any lack of results is due to
the economy or marketplace |
| Any lack of results is due to
the policies of my company |
| Any lack of results is due to
our competitors |
| My prospect has all the power |
| I should tell my prospects why
they should buy from me |
| I should tell my prospects how
to reach a decision |
