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.



* 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 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.

* 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 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.

* 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.

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

* 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.

* 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.

* 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).

* 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.

* 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 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. 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 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.