Sales myths and the power of listening - why there is no 'right' type of salesperson
Busting sales myths: why the listener wins the deal Fast, loud, always 'on' - the image of the perfect salesperson lives on. But today's B2B customers reward something else entirely: relevance, trust and the ability to understand. In this episode, Henrik Kristiansson guests and challenges the most enduring myths about sales - with examples from the floor and insights you can use right away. In the conversation, Henrik Kristiansson shares several invaluable strategies.
Here are 3 of the insights you don't want to miss:
There is no 'right' type of salesperson - context matters
The stereotype of the 'chatterbox' runs deep, but it doesn't hold up to reality. Different businesses require different behaviors and competencies. A salesperson who excels in a transactional environment can fail in complex cycles - and vice versa. Henrik's call is clear: drop the idea of the archetype and start matching sales style to buying environment, customer and phase of the buying journey.
"So maybe we can bust that myth now? And say that there is really no exact type of salesperson, right?" - Henrik Kristiansson
The power of listening beats "most talk"
It's easy to confuse a talent for words with the ability to sell. But listening isn't about being quiet - it's about understanding. Henrik describes how quieter voices often carry more weight precisely because they choose their words well. The one who really hears the customer can create relevance faster and lead the conversation towards business.
"These people who don't say much... when they do say something, the room is usually quite quiet. Then people tend to listen." - Henrik Kristiansson
From the town square to LinkedIn: why 'sounding the most' is no longer enough
Historically, whoever was seen and heard the most could win - with the 'come and buy' logic of the market trader. Today, information advantage and trust are crucial. Henrik's historical wink puts his finger on the shift: your voice must carry relevance, not volume.
"Back then, it was probably about sounding the loudest and being the most visible." - Henrik Kristiansson
This is just a fraction of the knowledge Henrik Kristiansson shares. Want to hear the full conversation, get more concrete examples and dive into how to match sales style to customer and situation? Listen to the full episode of We love salespeople in your podcast app.
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