Pitifull Sales Excuses

Pitifull Sales Excuses

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Every day I hear sales people tell me why they didn't make the sale. I hear excuse after excuse after excuse, after awhile you want to shake them violently and slap them around a bit, but as a professional sale trainer and small business adviser I refrain from doing so. It would be bad for business if i did. I have assembled a fine assortment of pitiful sales excuses that I have ever heard, along with what the truth behind the excuse. If you can stop yourself from using these excuses, it would be like finding barred treasure.

* The prospect went with someone else at a higher price. Proof that lowest price doesn't matter. Value and relationship will win.

* I got beat on price (again). That would be your fault. The customer perceived no difference between you and the competition, and no value beyond the product; therefore "price" was all that mattered.

* 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 buyer won't decide. You have not created enough of a value-proposition to interest the customer enough to act today.

*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.

* My sales territory was cut in half. I would be looking for a new job.

* 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.

*The competition stole one of our big accounts. That's because they can. Whenever you lose a customer to a lower price, it means you were vulnerable to losing them.

* The prospect won't give me an appointment. No, you haven't established enough rapport or interest to earn one.

* 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. That's because you started your encounter too low.

* 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).

* I can't get a call back. Well that's because you have not given them a reason to call you back or you failed somewhere in the sales process.

* 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.

* Company policies fight the sales effort. Just make more sales, don't worry about policies or politics. If the situation is unbearable or untenable, find another job.

* 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. Buy them yourself.

* Our training sucks. Meet with the training department. Sometimes they're unaware of your needs. 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.

About the Author:
Dexter is a business consultant with MFS Consulting. They specialize in business marketing, sales, raising capital, and website design and promotion. You are welcome to reprint this article - but get your own unique content version here.



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