What's Your Excuse?

So what kind of a year are you having? We are heading into the last quarter of 2007 and if you are not on target for your goals you have two possible attitudes.

1)Write off this year and play a lot of golf and hope that 2008 will be better or even a banner year.
2)Hustle your fanny and do whatever it takes to salvage the rest of this year and end it with a respectable outcome.

Heres the problem. Many salespeople try to make up during the last half or last quarter of the year for poor performance or results early in the year. Its tough to do a years worth of business in only 3 or 6 months I know, Ive tried it.

So if this year isnt shaping up to be one of your best whats your excuse?

-You are new.
-Your territory lacks potential.
-Your competitors are eating your lunch.
-Uncle Willy passed away.
-Your prices are too high.
-You have product/service challenges that are eroding customer loyalty.
-There is more competition than in the past.
-Your next door neighbor just put in a new swimming pool.
-You are spending too much time in after sales service issues.
-The economy is unstable.
-Aunt Sarah retired.
-Everyone you contact is in stall mode.

I could go on. Maybe your excuse is listed and maybe it isnt. If it isnt better figure out what it is before it is too late.

Regardless of your excuse (reason) the bottom line is - if you want more sales, bigger margins, more repeat orders, fewer cancellations or faster sales cycle you better spend some time thinking about;

-what you are selling
-how you are selling it
-how you are not selling it
-who you are trying to sell it to
-why they are not buying
-what will it take to get them to buy
-what you are doing with your free time
-are you stuck in old selling attitudes, beliefs, behaviors

There are only three ways to sell more do more right, do less wrong or do both.

You cant do less wrong if you dont know what isnt working. You cant do more right if you are not spending time reading great sales books (like my latest - 91 Sales Mistakes Smart Salespeople make I mean its only $13.00 thats less than todays lunch) or listening to great CDs (like my 25 Sales Principles to Grow Your Business.)

So, start doing more right and doing less wrong and 2007 can be a great year for you.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, Thats Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He is also the CEO of ProfessionalSales Association Of America. He can be reached at tim@timconnor.com 704-895-1230 or visit his websites at http://www.timconnor.com or http://www.ProfessionalSalesAssociationOfAmerica.com

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