With all the dumb laws on the books these days, you’d think they’d have one smart one for taking responsibility.
Wouldn’t it be cool if politicians weren’t allowed to blame anybody else, and had to take full responsibility for their own actions and results?
Well, the same is true in sales.
I’m pretty sick of salespeople still telling me, “The guy said he wasn’t interested” and “The guy is happy with his present supplier” and “The guy won’t set an appointment with me” and my all-time favorite, “The guy wouldn’t return my call.”
As you read those excuses, they seem kind of lame, don’t they? Wait! Are they lame? Or are they pathetic excuses for poor salesmanship, poor preparation, and most important, lack of proof?
Whether you’re in politics or sales, the burden is the same: Take responsibility for all that happens. And if it’s not happening in the best way possible, take responsibility to make it happen in a better way.
It’s funny how you can picture responsibility and blame in terms of a politician. I mean, come on! Can you imagine a politician saying, “The bill didn’t pass and it was all my fault.” Could you ever imagine that in your lifetime?
Let’s take a look at the real reasons someone won’t return your call to help you understand the difference between blaming and taking responsibility:
1. The message you left had no value.
2. The customers have no intention of buying from you and just don’t want to tell you.
3. The customers are not ready to buy yet and were too busy with their stuff to deal with you and your stuff.
4. The customers do not consider you a value provider, and are out there looking for one.
5. The customers do not perceive you as being genuine.
6. You don’t know why or when they intend to purchase.
7. The customers are still shopping.
8. You failed to connect emotionally or intellectually with the customers, and they would rather not do business with you.
9. You failed to offer enough proof to eliminate risk and create peace of mind.
9.5. The customers have decided to buy from someone else and feel no sense of obligation to inform you of their decision.
Those are accurate descriptions of some of the real reasons. “The guy would not return my call” is not a problem. It’s a symptom. “Why” the guy would not return my call is the issue. If I can find out why, and correct it, then more, if not all, of my calls will begin to be returned.
Wow! What a concept.
Here are three new ways of thinking:
• I’m going to uncover my customers’ intentions and motives for purchase.
• I’m going to share with them how they will produce more and profit more after purchase.
• I’m going to bring in several of our existing customers who will do video testimonials to corroborate my claims.
A “taking responsibility” law could revolutionize this country. Can you imagine a politician actually having to tell the truth instead of blaming something or someone else?
For the past 100 years, it’s been the same with sales. Salespeople and sales trainers conveniently called reasons for not buying, or not communicating, “objections,” thereby shifting the blame to the customer.
HERE’S THE REALITY: There are no objections. There are barriers. There are symptoms. There are circumstances. But there are no objections. And all of those barriers, symptoms and circumstances would disappear if the salesperson would take responsibility, study the outcome and implement a better way.
Or you can just blame and whine. Like a politician.