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Home | Business | Sales Training

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Sales Excuses and The Real Answers

By: The Sales Adviser

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.

* 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.

* 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 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 don't know how to create urgency. WHAT! Are you kidding me. You have to make the customer fear loss. In your meetings with them you should have found there hot buttons. Use them now.

*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.

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

* I don't have time Yes you do, you're just not prioritizing it. Substitute television for pre-call planning.

* Our largest account was stolen from us by the competition. YEP! That will happen when they loose the value in your service and leave based on price. Next time you will see to their needs.

* 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. 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.

* 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.

* 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. Buy them yourself.

* Our company training department sucks. Meet with the training department. Sometimes they're unaware of your needs. Make sure there are courses on presentation skills, positive attitude and customer loyalty. And 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.

Article Source: http://www.gcyarticles.com

Dexter P. Morgan II is a small business adviser that offers inexpensive business solutions that everyone can afford. Visit his website at and receive 2 Free hour consulting service.

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