Why sell when you can put it off? Just as long as you can come up with a convincing enough excuse, you can avoid selling indefinitely. That is, until you go broke! This post summarizes the key excuses given to me by hundreds of businesspeople over the past few years. Take a look and see how many ring true with you – or people you know.
So, why don’t you just get out there and sell?
1. I’m just tweaking my website
Thank goodness for the Internet. It has provided us with a perfectly reasonable excuse to not have to sell. If you’re serious about business, you’ve got to have a professional looking web presence. And once the site is up, it’s going to need endless tweaking – new plug-ins, SEO, analytics, banner and side bar edits. This really is the perfect, endless excuse.
2. I’m in product development mode at the moment
As an entrepreneurially-minded businessperson, you no doubt come up with heaps of ideas for new products, services, widgets and gadgets. Keep them coming. Spend as much time as you can developing these ideas, but be careful to avoid actually selling them to customers. That can come later – much later.
3. I’m just getting my office organized
There’s no point in getting customers if you are disorganized. This is a wonderful excuse, and the good news is that you have a whole productivity industry to support you. From chair, desk and shelving suppliers, stationery, software, hardware to electricians and interior decorators – even architects. They are all there to provide a ‘solution’ to get you ready – ever so ready – for those eventual customers.
4. My partner looks after that
This is an excellent excuse. Simply deflect the responsibility to someone else. You certainly don’t want to dabble in your partner’s patch. No, leave the selling to the experts – the people who like it, and are good at it.
5. Yes, I’ve got it scheduled for next week
This excuse is an old favourite. It demonstrates your positive business development intentions, but postpones it to a time that will be more convenient for your ‘customers’ and better for you. The key here is not to postpone it too far into the future. For example, saying ‘I’ve got it scheduled for next month’ has less credibility’.
6. I will just as soon as I’ve got my strategy sorted out
Of course! Any savvy businessperson knows that you don’t implement sales tactics before you’ve got a solid strategy in place. Take all the time you need to get the vision, mission, values, core competencies, key result areas and key performance indicators right – and don’t forget the Marketing Plan. This excuse always sounds so logical and clever!
7. Yes, I’m going to a social networking event tomorrow morning
With the advent of Social Media and the clear path from online connections to ‘in real life’ social gatherings e.g. Tweet-ups, you may never need another selling excuse again. These are business development events, right? We get together, have coffee, chat, giggle, exchange cards and Twitter handles. That’s selling, isn’t it?
8. That’s why I’ve got a business coach
This is a beauty. It again demonstrates the best of intentions and yet gets selling clearly off the agenda. Get the coach and schedule weekly meetings for months on end. Be sure to avoid picking up the phone to sell until you are fully qualified to do so – and that may take quite a while.
9. Yes, I’m reading about that right now
Ah, where would we be without our regular order of Amazon books – sales and marketing books to get you fully equipped and motivated to sell, sell, sell. Just think, it may be that next Seth Godin book, that next ‘Book Yourself Solid’-style title that makes all the difference to your sales ability. Yes, that’s a really smart move. Get all the great books, learn from the best, and then go sell (unless there’s a great, new book to read).
10. I’m just getting my marketing materials printed
It’s plain ridiculous to think that you can do a professional sales pitch without all of the right marketing collateral. As every professional knows, you need a great looking business card, a glossy brochure and a zippy PowerPoint presentation – all demonstrating integrity around your brand identity, right?
In summary…
The trouble with a great excuse is that it often has a seed of truth. However, nothing happens in business until somebody sells something to someone. It’s a key skill. Your business depends on it. Own it. Develop it. And in the words of one of my business mentors – “The key to selling is to just start!”
Your thoughts…
What excuses have you heard to avoid selling?
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17 Responses to this post
February 24, 2010 at 8:15 pm |
Spot on Robin, I see these excuses all the time and am often guilty of them myself. I’d recommend watching my friend Steve Herzberg from NRG Solutions ( http://www.nrgsolutions.com.au/ ) interviewed here by Flying Solo’s Robert Gerrish.
http://www.bnet.com/2422-13722_23-312644.html
Steve covers on the following tips for sales success:
- high energy levels
- 80% of life is just turning up (Woody Allen’s famous quote)
- find a way of communicating a lot with a lot of people
- confidence: in what you’re selling, and in who you are
- be good at asking questions that help you get the “lay of the land”
- don’t be a stalker. Find a balance with keeping in touch with your prospect/client (eg: blog, e-news, events/seminars, send a book, thank you note)
- selling’s not about you, it’s about your clients and the challenges they face
- plug the leaks in your sales pipeline/funnel by maintaining a level of communication/follow up.
Cheers,
Tony Hollingsworth
February 26, 2010 at 12:59 pm |
Great information, Tony. Thanks. These are valuable resources. My experience of you is that you very successfully combine a passion for people with gentle, but powerful influence skills.
Thanks, mate.
Best, Robin
February 24, 2010 at 8:39 pm |
Hi, I’m Scott Gould, and you just nailed me.
February 26, 2010 at 12:57 pm |
Never my intention, mate.
Let’s work on some of that.
Best, Robin
February 24, 2010 at 9:07 pm |
Robin, Those are all good ones. One thing worse than the “ready, fire, aim” approach to business is the approach of “ready, aim, aim, aim …” The excuse that trips me up is thinking up reasons why prospects wouldn’t be interested. I’m ashamed to say that happened to me last November-December, when I kept telling myself people won’t be interested in taking on new projects around the holidays. I know better!
February 26, 2010 at 12:56 pm |
Very nice distinction, Brad. That’s subtle and powerful – and an excuse I’ve heard many times.
Thanks for your contribution.
Best, Robin
February 24, 2010 at 9:44 pm |
Robin, mean mean mean!! Sounds like you wrote that post about me ; – )
All right, I’ll make an effort and focus more on sell, sell, sell, I promise.
Actually, since we last spoke I did get my first client order, pfewww… Also had very interesting meetings today with heavyweight editors and tourism industry representatives. I know I absolutely can’t mess up these leads, so this sort of pressure should keep me on track – will keep you posted.
Cheers,
Myriam
February 26, 2010 at 12:54 pm |
Congratulations on getting your first client order, Myriam. That’s excellent news. Please do keep me posted.
Good selling!
Best, Robin
February 24, 2010 at 9:46 pm |
PS: thank you Tony for the link to Steve’s interview, very useful.
PS2: funny, I keep on bumping into Robert Garrish these days, he’s using the same virtual office as I am, http://www.bureaux.com. I’m a big fan of the Flying Solo website.
Cheers,
Myriam
February 26, 2010 at 12:55 pm |
Yes, it’s a great resource. Thanks gain, Tony.
February 26, 2010 at 2:39 pm |
Myriam,
I recommend Steve’s courses too – he knows his stuff, is funny (we’re both Woody Allen fans) and great value.
Speaking of sales, two movies I recommend are:
Glengarry Glen Ross
http://en.wikipedia.org/wiki/Glengarry_Glen_Ross_(film)
VACUUMING COMPLETELY N*** IN PARADISE (don’t let the title put you off!)
http://www.sfgate.com/cgi-bin/article.cgi?f=/c/a/2002/03/22/DD22230.DTL
Cheers
Tony
February 24, 2010 at 10:02 pm |
No point in trying in this economic climate is there? And anyway, it’s too hot here at the moment for that kind of thing. I really want to get my business set up properly before I actually sell anything. Plus since I haven’t sold anything yet and haven’t got any testimonials so I want to wait until I get some but without a testimonial it’s going to be hard…I think I’ll wait and see what my competitors are selling first and see how they get on.
Gosh, I kind of like this game:) Laughing too because Tony has also mentioned Flying Solo to you.
Thanks for keeping me motivated! But why haven’t you got rid of this captcha yet?!
February 26, 2010 at 12:53 pm |
That’s fantastic, Annabel. You’re really good at this. Maybe there’s a product we can sell!
Yes, am getting to the captcha thing. Thanks again for the reminder.
Best to you, Robin
February 25, 2010 at 8:31 pm |
Ouch! I need a band aid. These really sting. So much, I’m going to go out and sell something today. So there!
p.s. Thanks for the proverbial kick. It was needed
February 26, 2010 at 12:50 pm |
Thanks, Luke. That certainly wasn’t my intention.
Good luck with your selling.
Best, Robin
February 26, 2010 at 3:15 pm |
Hello Robin,
I’ve tweeted before about America’s best storyteller, Ira Glass. His weekly radio program, This American Life, did an episode on the art of selling that James Kwak, in his Baseline Scenario post, calls “brilliant.” http://bit.ly/cUsWay
Acknowledging that I’m partial to both Baseline Scenario and This American Life, I will say it’s a fun, funny, and instructive listen.
Enjoy,
Kristina
March 2, 2010 at 7:13 pm |
Thanks, Kristina. That’s an excellent recommendation.
Best, Robin
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