Why Salespeople Fail

The most important part of marketing is the sales. This is the operation that brings in the revenue. All other aspects of marketing, be it marketing research or advertisements or after-sales service, involve spending of money for the organization. If all the other activities that form parts of marketing do not lead to sales then those activities have no tangible effect and might as well not have been performed.

But then possibly the most difficult part of marketing is selling. Many salespeople even with the best of intentions fail. A person can never be successful in marketing unless he/she can do selling. A list of twenty reasons are given below to show why people fail in selling.

Any body who has failed in selling can go through the list and chances are fair that some of the reasons would be applicable in his/her case. The best thing to do would then be to make a willful effort on that front.

1. Blame others for their mistakes or inability to perform.
2. Lack the necessary level of persistence.
3. Do not believe in the product they are selling.
4. Do not commit to lifelong learning.
5. Fail to listen and learn from those around them.
6. Lack understanding of the industry or product knowledge.
7. Fail to develop the essential attributes or skills required to become a masterful salesperson.
8. Allow their ego to get in the way of change, as they try to do it their way and play by their rules.
9. Are out of their comfort zone and fail to adjust.
10. Cannot cope with change.
11. Are not committed to creating a better possibility for themselves.
12. Forget that the objective of selling is to deliver value to each client.
13. Only care about what’s in it for them and how much money they can make.
14. Do not demonstrate the level of patience required for meeting the demands of some clients.
15. Choose to fail and simply give up.
16. Do not ask for the prospect’s business because they feel they shouldn't have to.
17. Do not ask for help (Never invested the time to see what the top producers are doing, how long it took them and the path they took to get there).
18. Do not invest the adequate amount of time in their own training, coaching, and development.
19. Are driven by fear rather than their personal vision and measurable goals, which honor their priorities and force them to have integrity.
20. Are more driven for results than driven by a proven process -- they are more results driven and not process driven.
    

Prof. P. Guha
(Globsyn Business School )

Source: http://www.allbusiness.com/sales/sales-management/4019461-2.html