Top 10 Reasons Salespeople Struggle to Get Decisions

(This article originally appeared on Dave Kurlan’s blog)

If you were to remove the easy “yes” and “no” decisions that your salespeople hear during the course of the year, 80% of the opportunities that have been stalled in your pipeline would still be there.  Why is it so difficult for your salespeople to get decisions made on those opportunities?

The simple answer, the one you already know, is that those prospects aren’t ready to buy.  Here are ten reasons why your salespeople have them in the pipeline:

1. Happy Ears
2. Salespeople want to look like they have lots going on
3. Safety Net
4. The prospects showed some interest
5. They are an attractive account to have
6. It’s a large potential account
7. Good relationship was developed
8. You targeted the account for them
9. Hoping Christmas will come early
10. They’re buying the stuff now so why not buy it from you?

1. Did not uncover compelling reasons to spend money
2. Did not uncover compelling reasons to buy from you
3. Did not effectively differentiate themselves and your company
4. Did not create enough urgency
5. Did not thoroughly qualify on timing
6. Did not thoroughly qualify on commitment
7. Did not thoroughly qualify on competition
8. Did not thoroughly qualify on willingness to spend more to do business with you
9. Did not thoroughly qualify on decision-makers, process and criteria
10. Did not thoroughly qualify on desire to buy from you