Sales Blog for Sales and Sales Management

"Why is selling so damn hard?"

We have the nature of selling: the rejection, the using of our intellectual property, the pressure of commission sales and the ongoing competition, not just from the outside, but also the person in the next office. 

Add to that our own limitations:  How much is enough, what is realistic, what we can and cannot say to a prospect, our view of outside influences like the economy and policies of the company we represent, our challenges in overcoming rejection, believing that prospects are honest and all those beliefs and habits we have around how we buy.

Next, we do have the antagonist that we call the suspect or prospect: they are trying to look good to their boss, they are trying to validate a decision that has already been made, they are trying to look busy, they want to keep a current provider honest, they want information so that they can attempt to solve the problem themselves.  Prospects certainly are not in this world to meet our expectations. No, they have their own set of rules to play by and these rules serve them very well. 

Finally, we arrive at the process of buying and selling where we, as sales people, fail to establish fair and equitable ground rules at the beginning of the relationship.  As a result, the playing field is typically skewed to create a win / lose.  The prospect wins and you lose.  And, unfortunately, for many sales people, maybe including you, even when you "win" a deal you may have had to lose on profit, length of contract, or otherwise sacrifice some terms and conditions just to get the deal.

Is there any doubt as to why selling is so damn hard?  Stay posted for our upcoming ebook:  Why Selling is So Damn Hard!