Thoughtful Thursdays - Things That Can Lengthen Your Sales Cycle

In the process of cleaning up my files I came across an interesting list that was made some time ago. It is a list of obstacles that often get in the way of achieving sales targets on time. Many are inter-related, but are obstacles never the less.

In no particular order, here they are:

1. Fear of cold calling
2. Not having a unique selling proposition
3. Overselling
4. Failure to understand the buying process
5. Not knowing your prospects' hot buttons
6. Not closing
7. Not listening
8. Competitive pricing
9. Inadequate research
10. Not believing in the product/service you are selling
11. Hiring the wrong sales agents
12. Not developing the supplier/customer relationship - TRUST
13. Making a poor first impression
14. Failing to ask for referrals
15. Fear of rejection

Over the next several weeks Thoughtful Thursdays will address each of the obstacles.

If you have encountered other sales obstacles, send them in as a comment to the posting, and I will be happy to add them to the list.

Good selling,
Richard