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Pitifull Sales Excuses

Sales people love to complain and give reason after reason why they didn't get the sale. Heck I might have even said them myself, have you? I know that we all have heard it before. As a business consultant I hear this all the time from my clients, and sometimes I want to be point blank and tell them to stop crying, suck it up, and stop making excuses for your failures. But instead I remain positive and up beat with them and try to coach them through the problem and offer suggestions, like a proper consultant should do. Below are the finest sales excuses. Most of them are vintage. And they're all worth a fortune - if you can get rid of them. What follows after them is what I would really like to say most of the time.

* I don't understand, the customer went with the competition at a higher price. If you don't build value in your product to the prospect then it doesn't matter what your product cost.

* 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.

* My company doesn't support my sales effort. Meet with your CEO and ask his or her assistance. If you don't get the meeting or the assistance, find another 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.

* The competition is beating us by lowering their price. Whenever you get beat on price, it means you were perceived as the same and price was all that mattered.

* My company cut my territory. Find another job. Theyll keep cutting.

* I don't have time Yes you do, you're just not prioritizing it. Substitute television for pre-call planning.

* 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 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. 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 influencer's, 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.

* My company cut my earnings or cut my commissions. Find another job. They'll keep cutting.

* My company made my biggest account 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.

* The company I work for refuses to buy me the tools I need. Then buy them yourself or go else where.

* 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.

Article Source: http://www.uberarticles.com/articles

Dexter is a small business consultant with MFS Consulting. They specialize in small business marketing, business plans, finance, and website design and promotion. Click here for other unique selling articles.

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