4 Sales Excuses to Stop Making
Wesleyne Greer on LinkedIn: #salesleadership #salestips #salestraining
Did you know that your sales team is a direct reflection of you? Whatever you do, they follow. If you want them to be…
Here, I go over 4 sales excuses to stop making:
Market Is Drying Up
· Economy reached a downturn.
· Closing is too challenging within this business climate.
· Budgets are too tight for everyone during this time.
Problem: Economies and markets fluctuate for numerous reasons. So will consumer behavior — occasionally, in shocking ways which it’s possible to exploit for your business. If the competition still sustains profitability, whining and panicking about supply and demand will not get you anywhere. The competition is doing something right and you aren’t.
Solution: While services and products change with the market, the more critical factor you should consider is behavioral economics. The concentration ought to remain on core buyers and how they respond to various economic stimulus. Keep track of their buying behavior and know what matters most to them while making buying decisions in various contexts.
Leads Have Gone Dark
· My contacts aren’t responsive to my voice messages and emails.
· My client said they needed more time to think about it.
· Stingy gatekeeper will not let me speak with the CTO.
Problem: Groundwork is difficult and usually gets your hands dirty. In sales, this translates to the “floor,” in which reps do most of the heavy lifting. Prospecting, as well as engaging leads represent the most frustrating and challenging elements of selling, and it is occasionally okay to let out your anger. But do not stop there.
Solution: Frustration may sap your reserves, which make things worse, and sales are pretty much built on massive blocks of disappointment. Instead of allowing frustration to fester, use that frustration to drive results. Unresponsive prospects might require a different approach to messaging. B2B selling needs several points of contact and you might take this as an opportunity to expand your network. Improve your engagement skills, use better tools, and learn new techniques.
The Competition is Destroying Us
· The competition is a behemoth.
· Brand A may spend ridiculous amounts without even having a second thought.
· The competition has a better pricing model.
Problem: Knowing the competitions’ strengths is something good. However, do you know where they aren’t good at? Might it benefit your business to exploit those weaknesses? Having a goal evaluation of your competition landscape is crucial to your organization’s survival.
Solution: Permit objective data to defeat that sense of intimidation. Generate insight and use innovative thinking, creativity, and imagination to outwit your competitors in a certain area. Specialize in it and do it much better than them.
Sales Process Is Broken
· Sales process is convoluted/confusing.
· We have mismatched roles and skills in the team.
· I don’t feel motivated.
Problem: Rather than allowing “serious” issues to linger as convenient excuses, get a proactive plan together or create a letter of intent that draws one up collaboratively. Rather than getting rendered immovable by several factors both within and beyond your control, be a mover inside your company.
Solution: Make a goal evaluation of your organization. Do not base the evaluation on your emotions or feelings. If everyone on your sales team finds it challenging to meet schedules, quotas, and additional metrics, something may be severely flawed. If there is a consensus that something dramatic must be accomplished to turn things around, you cannot begin to whine in order to win.
Selling is difficult and no organization nor sales professional is perfect. There always will be setbacks and challenges. You either can give excuses for missed targets or take accountability then bounce back. Follow me on Medium for more awesome sales tips like these!