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Pitifull Sales Excuses |
By:
The Sales Adviser |
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Pitifull Sales Excuses
by The Sales Adviser
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 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's no sales support in this company. Meet with your boss. If that doesn't work meet with your boss's boss and so on. If you don't get what your looking for then leave and go to another company that does. At least you'll know what to ask in the next intervew.
* No one respects the sales team for what we do. Really do you respect them for the job they do? Probably Not. Change jobs with them for a few days and see what they have to put up with. You'll probably find that they are busy putting out fires that you create. And they will learn how and why you do what you do.
* 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.
* 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 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 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).
* 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.
* 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 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.
Dexter P. Morgan II is a business consultant that offers inexpensive business solutions that everyone can afford. Visit his website at and receive his special 2 Free hour counsulting service. You are welcome to reprint this article - but get your own unique content version here.
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Article Source: http://www.statssheet.com/articles/article53973.html |
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