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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.

* 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 competition is out pricing us, we can't compete with the lower prices. (BUZZZZZ) your wrong again. The prospect does not see a difference in your product to that of the competition and again you have not built value into your product.

* There doesn't seem to be any support from the company in my sales efforts. Then the company is failing you and you. And you would be failing you and your company if you didn't try to fix the problem by running it up the chain of command. If they are not receptive the start looking for a new 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 client refuses to decide today. 10% of the time this may not be your fault, but the other 90% is. You have failed to build urgency and value into your product, your client has to feel that they can not go on another day with out it.

*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.

*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.

* I can't get the appointment. Because they have no interest in you, you have to establish an interest with them first.

* 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 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.

* My company cut my earnings potential. Well it's time to 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. 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 can't stand my job.Then quite and go somewhere where you'll be happy.

* 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.