Sales Excuses and The Real Answers

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

* 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 prospect will not make a decision. You have not done enough to build value or urgency in the product for them to make a decision now.

* I can't create a sense of urgency. Who's fault is that? Talk to the customer about lost profit and greater productivity instead of offering to cut your price.

* We're selling the same old product everyone else is selling. You are killing me! You are suppose to be a sales professional. It's your job to prove that your product has value.

* Our competitors are closing more sales by lowering their prices. Whenever you get beat on price, it means you were perceived as the same and price was all that mattered.

* I no longer have a protected sales territory. Better look for a new job because down sizing is next.

* I can't find the time! You can if you look for it, do a better job of prioritizing your day. Stop watching tv, playing video games, gos oping at the office.

*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. 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).

* 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.

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

* 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 my job. Find out why, then become the best salesperson in the company, then quit. If you quit too soon, you'll go to the next place blaming instead of bragging.

* 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 small business adviser with MFS Consulting. They focus in small business advertising, sales, raising capital, and website design and promotion. This and other unique content 'selling' articles are available with free reprint rights.

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