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Sales Excuses and The Real Answers

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.

* 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 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 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.

*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.

* 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.

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

* 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.

* We lost a big account to the competition. Oops, I guess next time you'll pay better attention to your clients needs.

* 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'm not able to speak 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 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 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 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.

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Dexter is a business adviser with MFS Consulting. They focus in business marketing, business plans, raising capital, and website design and marketing.

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