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* 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. * 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. * No one in the company likes the sales team. Switch jobs for a day or two. Walk in each other's shoes, sit in each other's chairs. Mutual respect will follow. * 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 tell the customer if he acts now I'll cut the price, but that doesn't seem to create any urgency. STOP! STOP! STOP cutting your prices to get them to buy now, you're not selling an infomercial. Talk about there hot buttons and make them fear loss. * 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. * I no longer have a protected sales territory. Better look for a new job because down sizing is next. * I can't find the time! You can if you look for it, do a better job of prioritizing your day. Stop watching tv, playing video games, gos oping at the office. * We lost a big account to the competition. Oops, I guess next time you'll pay better attention to your clients 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 restrict our sales effort. 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 biggest account was made into 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. Either find another job or go out and buy the tool yourself. * The training here sticks. Meet with the training department. Sometimes they're unaware of your needs. Make sure they have customized sales training, not generic. And make sure there are courses on presentation skills, positive attitude and customer loyalty. * 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. Article Source: http://www.articlewheel.com
Dexter is a busin affordableess consultant with MFS Consultin affordableg. They specialize in affordable busin affordableess marketin affordableg, busin affordableess plans, fin affordableance, and website design and promotion.
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