I am a professional sales trainer and small business consultant, and I have to talk about all the crying that sales people do, when they do not make the sale. They come to me boohooing and giving me every excuse under the sun why they failed to do their job. Now if it seems that I am being a little harsh, well it’s because I have had one of those days and I’m not going to pull any punches. I have listed just a few of my favorite most common excuses that I hear all the time, and If you can find away to stop using these yourself then you will find that you are going to make more money then you ever have. So be prepared to suck it up, because I’m not going to pull any punches here.
* The customer signed with someone else with a higher price. Evidence that price doesn’t mean squat. You Failed to build value in your product and build a relationship with the client.
* Our prices are too high, and the customers don’t want to pay it. You are only partially right, the customer does not want to pay higher prices, no one wants to. But you know what people buy over priced items everyday. You want to know why? Because the customer sees value in what they are buying. You have to build a relationship with the prospect and build value in your product, then they will buy.
* There doesn’t seem to be any support from the company in my sales efforts. Then the company is failing you and you. And you would be failing you and your company if you didn’t try to fix the problem by running it up the chain of command. If they are not receptive the start looking for a new job.
* It seems that all the other departments hate the sales team. Well this is a common issue and normally it comes from a lack of communication, and frankly the larger the company the harder it is to communicate effectively. Try job shadowing were you see what they have to do in a day and vice versa.
* The client refuses to decide today. 10% of the time this may not be your fault, but the other 90% is. You have failed to build urgency and value into your product, your client has to feel that they can not go on another day with out it.
*I tell the customer if he acts now I’ll cut the price, but that doesn’t seem to create any urgency. STOP! STOP! STOP cutting your prices to get them to buy now, you’re not selling an infomercial. Talk about there hot buttons and make them fear loss.
*Everyone is selling the same product, no one is unique. You are a sales professional aren’t you? It’s your job to make it unique buy building value in yours over everyone else’s version of the same gadget.
* We are loosing sales because the competition keeps lowering their prices. The Only time the price makes a difference in making the sale or not is when there appears to be no difference in the products, therefor you most build value in your product.
* I no longer have a protected sales territory. Better look for a new job because down sizing is next.
* I don’t have time to do what I need to! You will if you get off of you butt and watch a lot less television. Figure out how many time wasters you have in your day and get rid of them.
* Our largest account was stolen from us by the competition. YEP! That will happen when they loose the value in your service and leave based on price. Next time you will see to their needs.
* The client will not set an appointment with me. Because you haven’t earned the appointment. You have to give them a valid reason for them to meet with you.
* The customer lied to me. Usually the lie is about money, or pitting you against a competitor, or both. If you are certain, confront the customer with a question, not an accusation.
* I can’t get to the decision-maker. The reason is that you started too low on the totem pole.
* I had to bid through a purchasing agent. You were too chicken, or unprepared, to meet with the boss (who, by the way, tells the purchasing agent what to do).
* The client refuses to return my call. Because you have not given them a valid reason to.
* Our sales cycle is too long. That’s because you’re dealing with influencers, not decision-makers. CEOs decide in two minutes.
* Our service sucks. Work in the service department for a few days, write down all the reasons customers call. Then, and only then, can you get to best practices.
* Sales efforts are hurt by Company policies. Just make more sales. If the situation is unbearable or untenable, find another job. Otherwise just make more sales.
* Earnings or commissions keep getting cut. Hand writing is on the wall here. You better start looking for another job. The cutting won’t stop.
* My biggest account was made into a house account. Find another job. They’ll keep doing it.
* My company can’t deliver on time. Meet with the CEO – not production or shipping – and resolve it.
* My company won’t buy me the tools I need. Either find another job or go out and buy the tool yourself.
* Our company training department sucks. Meet with the training department. Sometimes they’re unaware of your needs. Make sure there are courses on presentation skills, positive attitude and customer loyalty. And make sure they have customized sales training, not generic.
* I hate coming to work everyday! Wow then why do it. No job or amount of money is worth your happiness. And if your not happy you will not be successful.
* My sales plan (quota, goal) is not realistic. Goals and quotas are set for the “mediocre” level of salesperson.
* They don’t pay me enough to Yes they do, you just didn’t understand that you have to do things to better yourself.
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