Archive for April, 2015

Help Manage Excuses

Friday, April 3rd, 2015

by Susan Novicki

“99% of the failures come from people who have the habit of making excuses.” - George Washington Carver

Excuses can be an easy way for people to walk away from tremendous opportunities. If something looks too difficult, or a challenge looks too daunting, it is very easy to use an excuse for not taking on the task. We all use excuses at some point in time and we hear excuses all the time from people we work with and with clients and potential prospects. The majority of time it is only an excuse – a reason for not stepping up to get something done.

Just today I heard a Regional Marketing Manager tell us that “he didn’t have any money”. Do we leave it at that and say “well, okay thank you. When would be a good time to get back in touch with you?” or do we challenge in a professional and direct way by trying to understand what he is trying to accomplish – forget the money at this point – but what are his responsibilities and initiatives and how is he trying to accomplish them? If we can create something to increase sales would there be dollars available? Usually there is.

Many times we have not established enough credibility with the person we are talking to and instead we jump into a conversation by trying to sell them our products rather than listening to what they are saying and what their needs are right now. They in turn give us the excuse that they don’t have any money. Instead, focus on what they are trying to do – even if we don’t close the sale immediately, we have a much better opportunity to down the road.

Alternatively, people that I work with will often tell me that they either didn’t have time to work on landscaping a great prospect or they just didn’t have time to make any calls. Again this is another excuse.

Many times people will make the excuse because they are either afraid to make the call, don’t know how to make the call or, most of the time, they are not prepared to make the call. Think of the Valid Business Reason and prepare for the call. When a salesperson has taken a lead, researched it and prepared for the call, somehow the time is made to make the call because the confidence is there.

We can help people that we manage by breaking down the lead – looking at why we are calling, why we chose the lead, who we are going to call as a key decision-maker and what can we do to garner revenue.

Help to manage excuses and alleviate the need for an excuse by working together to create success.