When you don't make the sale, who is to blame? Is it the economy? Is it your competition? Is it your company? Or could it be you? Good salespeople know that when they don"t get the sale it is no ones fault but theirs. Usually there was something they missed in the execution of their sales process.
Stop making/accepting excuses for your lack of results. Look at the effectiveness of your sales process.
- Do you have an effective process for moving opportunities from suspect to prospect to customer?
- Are you preparing for every call with a pre-call plan?
- Do you ask quality questions that help the prospect uncover issues that are compelling enough to solve?
- Do you know when and why to walk away?
- Are you always asking for introductions so you have a "next"?
Control the one thing you can. You!