The Worst Problem When Selling

My worst problem when selling is prospects who won’t close deals. That’s why I’l work like crazy getting the sales qualification and process right for each sale.

Selling can be a lot of fun. It can also be a pain in the ass. Some people claim they enjoy the thrill of the hunt, the chase and the kill but my guess is most don’t. The world’s second oldest profession is a constant battle against the odds. Which of the many problems do you find gives you the most grief?

For my part, I’m tempted to say it’s sales managers – but that’s really just the pirate in me:-)

Here’s my list of problems:

Finance – the beancounters always think the world should fit their spreadsheets.

Marketing – sits in ivory towers dreaming up wrong theories about customers.

CEOs – who only care about their Q4 numbers.

Sales Managers – who only care about CEOs.

Competitors – who won’t lay down and die.

Consultants – who bullshit their way into Prospects minds.

Administrators – who decide who the decision maker should see.

Buyers – who bully sales guys, to make themselves feel better about their lot.

But pride of place in my list of worst problems is Prospects who don’t buy.

Selling is a hero or zero game. There is no second place. Either they buy, in which case we’re #1 or they don’t, in which case we’re #0. The cost of sale, the opportunity cost, the celebration – they’ve all gone down the pan.

Not closing deals is just the worst problem! I don’t care if they like me – selling isn’t Facebook. I don’t care if they think I’m smart – there aren’t any degrees handed out.

I do care that I’ve been wrong chasing this deal. That’s why I’m paranoid about qualification.

How about you?

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