When it comes to making excuses, we do so for psychological reasons. For some of us it is about avoiding responsibility or guilt, or to protect our egos and self-esteem. For others, excusing oneself from a situation is often seen as an easy way out, since it requires no effort on the person’s part. By making up an excuse, one can shift the blame from oneself to someone or something else, thereby avoiding any repercussions. It stems from our deep sense of insecurity and shows up when we feel low in self-esteem.
Taking responsibility for our actions takes sincere effort and requires a thick skin to avoid punishment or criticism.
Let’s examine the top ten excuses that sales professionals make.
Price Is Too High
Blaming the price may seem like a valid excuse, but it’s essential to remember that for many customers the cost is worth it if the product or service is of superior quality. When it comes to costly purchases, the sales professional’s fear of rejection might lead to the rationalization that the product may be too expensive, thus becoming an excuse for why the customer isn’t buying. Hence, it is important for all sales professionals to first check in with their own ‘value and worth’ biases of what they are selling before they make pricing an excuse for not performing.
Quota Is Too High
If you find yourself struggling to reach your quota, take a step back and identify what has stopped you from making consistent sales. Once you’ve figured out what’s preventing you from hitting your targets, create a plan of action that will help you overcome those barriers, and speak to your team about how they can support you in reaching your mark. When the goal feels too big, look into yourself to understand why you feel this way and look into options to help move forward.
Your Product Isn’t as Good as Competitors’
Instead of comparing your product to the competition, focus on the points of difference that you can present to your customers. Position yourself as an expert in the field and address any concerns they have about your product’s quality with confidence. Go back down memory lane to remember why you chose to work for the company, what about its products attracted you in the first place, and how you can fall in love with them again.
Leads Are not Good Enough
Generating leads is a crucial part of sales, so it’s essential to have effective strategies in place. From networking events to social media campaigns, there are plenty of options to explore to find leads that can help you reach your targets. Strengthen your gratitude muscle. All leads are leads and all of them can lead to something, even if that something doesn’t pan out.
No One Is Buying Right Now
People are buying – they’re just doing so in different ways. Utilize proactive research skills and find out how the market is operating and what your peers are doing. Pivot your strategy to refocus on prospects who may have shown an interest in your product or service previously, or work to develop a new approach that is current and personally appealing to you.
I Don’t Have Enough Support
If you’re feeling like you don’t have the support from your team to accomplish sales goals, reflect first on how equipped you are at accepting support, what your networks are like, and how resourceful you are in finding a mentor who can provide additional guidance and advice on how to be successful. Additionally, reach out to other professionals in your industry who can offer their insight and help you stay motivated.
I Can’t Get Prospects to Return My Calls
It’s important to remember that we build our own sales destiny. This means exercising new ways of uncovering skill sets that work for others that you may have dismissed previously by keeping an open eye and curious mind. The relentless pursuit of prospecting comes from determination and effort. It takes time and effort to build relationships. Look within and imagine yourself as a prospect. What would appeal to you if someone was selling to you? Let your imagination expand and come up with new options. There are always new possibilities if we put our mind into a creative space.
The Sales Process Is Broken
Looking at the sales process from a different perspective can help you identify ways to improve it. From training yourself to employ updated sales processes — whether it is using AI, social selling, or utilizing videos for prospecting and teaming up with other departments — there are plenty of opportunities to make improvements.
The Marketing Is Terrible
Instead of simply complaining about your company’s marketing efforts, take the time to gain a better understanding of how it works. Once you understand the entire process, come up with strategies that could be implemented to increase your customer base.
I’m Too Busy Doing Other Things
Many salespeople find themselves bogged down in administrative tasks or busywork. Focus on delegating these tasks so you can focus your energy on making sales. Additionally, set aside time in your day to plan and strategize so you can be more effective when it comes to closing deals.
No Excuse
No matter how hard it may seem, getting rid of the excuses is essential for success in sales. Taking a proactive approach towards reaching your goals will help you become an invaluable asset to your team and increase your chances of hitting your targets.
It’s also important to remember that sales isn’t just about closing deals and making money. It’s about building long-term relationships with clients and providing them with a great customer experience. Show your clients how much you care by staying in touch even after the sale is made; it could mean the difference between a successful future sale and a lost one.
Lastly, keep your eye on industry trends and stay up to date with the latest tools and technology in order to give customers an engaging experience that meets their needs. Doing this will help ensure that your sales process is as efficient as possible. With these tips in mind, you’re sure to sustain success!
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