12 sales excuses you need to stop today
Successful people don’t make excuses, they find solutions. This is the attitude you need to implement within your business to make sure excuses don’t worm their way in and encourage bad practices in yours sales environment. Here are the top 12 sales excuses and how to stop them in their tracks.
Do any of the following sound familiar?
Our price is too high
Our price is too low
The customer won’t call me back
The customer cancelled our meeting
They keep changing their minds
The competition is offering more than us
The economy is tough
It’s just not my day
No one told me
My manager doesn’t help me
Excuses are just justifications that allow your sales team to not take responsibility for their actions. The more you allow this to continue the more your BDM’s will come to expect the negative results they are predicting. Cut this out immediately by having a company motto or mantra that tells the sales team exactly what is expected of them. For example, “Nothing happens to you, it happens because of you.”
To stop these excuses completely, you must find the real reason behind what happened. Sit your sales team down and discover where their pitches need improvement or where they are losing leads in the sales cycle. Once you find the true reason, you can develop a real solution and improve your results.
By implementing lead management into your CRM, you will be able to see who is assigned which leads, where they are in the sales funnel, where you are losing them (if you are), and which ones need nurturing in order to help your sales team close.