Oh, the age old salesperson's justification as to why the customer didn't buy from you. It is the customer's fault. Let's blame it on them.
Sure blame it on them if you want to,
but did that do your commission check any good?
If I had a dollar for every time that I have heard a salesperson do this,
I think I could pay off the country's national debt.
I want you to remember this phrase...
"EXCUSES ALWAYS SOUND BEST
TO THE PERSON WHO IS MAKING THEM UP."
Or this one I have mentioned in the past right from Benjamin Franklin...
"HE THAT IS GOOD FOR EXCUSES
IS SELDOM GOOD FOR ANYTHING ELSE."
Why then do we as salespeople consistently blame our inability
to close a sale on everything but ourselves?
The reason is simple,
because it is easy and convenient to do.
At the drop of a hat we want to change the focus away from ourselves, and to blame it on something other than us being prepared to do our job.
I want to ask you something.
Do you get upset at your kids when they procrastinate
on their homework or some other school assignment?
I know you do.
Yet aren't you are doing the same damn thing when it comes to making yourself a better closer and student of the sales game? If you know that the only way to make yourself a better closer is to get in front of a mirror and practice overcoming the main objections you struggle with, then why aren't you doing it?
I tell you why.
YOU DON'T CARE ABOUT BECOMING ANY BETTER.
I can't pretty up.
You need to ask yourself some simple things to get past this.
What are the 4 objections I hear the most.
The ones that I get popped in the mouth with,
and then start to squirm and respond with stupid responses like...
"Is it me, do you not like me."
SERIOUSLY, that shit never worked, C'MON!!!
If those are the styles of tools in your closing tool chest,
you have a better chance of playing pick up sticks
with your butt cheeks,
than ever closing a deal, unless the customer just lays down for you.
Let me explain something. Your lack of practice and study time to make yourself a MASTER CLOSER, then filling that crucial time with crap activities, reveal your priorities and expose your weaknesses when it's time to close a sale.
Your family is paying the price for your ambivalence.
PLEASE DON'T TELL ME YOU DON'T HAVE THE TIME.
YOU HAVE THE TIME,
YOU JUST HAVE OTHER PRIORITIES.
That's it.
I will tell you that there are many times I just don't feel like it.
As a matter of fact it happens to me daily.
I get the notion, I don't need to study I've been doing this forever,
I have heard it all, and I've overcome it all.
When this little court jester shows up in my mind, I know I have to study.
There's an old saying that "whatever you don't use you lose."
Here's a perfect example... Since High School, how much Algebra have you practiced. I'll bet that if you were asked to take a test on it now, you would probably fail.
Why is it we start a New Year's resolution "to get in shape" and normally within a month that resolution, has been long forgotten. I'll tell you why, because it actually required effort and dedication.
It requires not Motivation, IT REQUIRES DISCIPLINE!!!
Everyone seems to get excited when the planning of something is taking place, however it's when the work required comes into play is when people (especially salespeople) fold like a cheap suit.
"I don't need to study that presentation anymore, I follow my own way."
How's that working out for you?
It consistently baffles me how salespeople, when they start with a company knowing nothing, seem to do great out of the gate, yet six months in, they are floundering and ready to quit.
Here's why.
When they started, the only thing they knew was the presentation,
so they PRACTICED IT and followed it.
Now they're a PRO and they don't need to use it any more.
So then the salesperson starts to WING IT,
and they wonder why they are not making anything.
This by the way, is why customers hate salespeople.
Straight from the Bible...
Proverbs 22:13 The lazy person is full of excuses
Ecclesiates 11:4 If you wait for perfect conditions,
you'll never get anything done.
Proverbs 21:5 The plans of the diligent lead to profit,
as sure as haste leads to poverty.
I'm writing this as much for me as for anyone else.
Procrastination is something that I struggle with daily.
I have to master it on a daily basis.
I know that when I need to do something,
I have to right at that moment get up and do it,
or
I can figure some bullshit excuse
to make myself feel better
as to why I let myself down at that moment.
In the military you are not given a choice to march
only on days when the weather is perfect.
Yeah, try pulling that on a drill sergeant.
"You know Sarge, I would March today,
but it's raining cold and raining outside."
After you pulled his boot out of your butt,
I assure you that you would be marchin'.
It's all about discipline, and just gettin' it done, right?
You have to train, everyday. I mean it, everyday.
When you do this consistently,
I assure you that the days of "blaming the customer"
will go away.
You will be able to see where the next assault of objections is coming from.
You will size up the situation, take down the walls, make a friend,
and earn a commission from this client.
I always say this and I always will,
it's not the company you work for who pays you,
it is the client. Never forget that.
The company is simply the vehicle.
Go make some friends, and be the REAL PRO I know that you are
SO LET'S GET IT DONE, YOU HAVE TO TRAIN
Da Bear