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.

* 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.

* 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 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.

* 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 sales territory was cut in half. I would be looking for a new job.

* 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.

* 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'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 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.