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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.
* 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.
* 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.
* No one in the company likes the sales team. Switch jobs for a day or two. Walk in each other's shoes, sit in each other's chairs. Mutual respect will follow.
* The buyer won't decide. You have not created enough of a value-proposition to interest the customer enough to act today.
* 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.
* My product is becoming a commodity. What are you selling? Pigs? Oil? Corn? Those are commodities, Sparky. Your product has value, and it's up to you to prove it.
* 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.
*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).
* The customer or prospect wouldn't return my call. Because you gave them no 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.
* 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 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.
* 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.
Please visit Dexter Morgan's blog for business advice. And search for his FREE 2 Hour Consulting Service.
* 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.
* 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.
* No one in the company likes the sales team. Switch jobs for a day or two. Walk in each other's shoes, sit in each other's chairs. Mutual respect will follow.
* The buyer won't decide. You have not created enough of a value-proposition to interest the customer enough to act today.
* 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.
* My product is becoming a commodity. What are you selling? Pigs? Oil? Corn? Those are commodities, Sparky. Your product has value, and it's up to you to prove it.
* 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.
*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).
* The customer or prospect wouldn't return my call. Because you gave them no 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.
* 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 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.
* 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.
Please visit Dexter Morgan's blog for business advice. And search for his FREE 2 Hour Consulting Service.