One of the first things I try to teach new salespeople is to never, ever, ever get involved in The Blame Game. You know the game; “Business is bad because of the weather or the economy or my company’s advertising program or this or that or whatever.”
Even worse is when The Blame Game is played after a missed sale, “WOW! They were a horrible prospect or they wouldn’t know a good deal if it hit them in the head” or any excuse one can come up with to make the missed sale SOMEONE ELSE’S fault.
If they gave you their time and attention, guess what? They did their part.
Until you can look in the mirror and honestly say, “I missed that one because of ME”, you are far from being a true professional.
First, a pro knows there are going to be some that aren’t sold. Period. It’s a part of any business. Accept it and move on.
Secondly, a professional knows that a missed sale is THE BEST opportunity you have to improve your skills. Why did you miss it? What did YOU do wrong? Did you talk more than listen? Did you miss buying signals? Did you simply not ask for the order?
The bottom line is this: Until you accept blame and stop blaming everything under the sun, you are never going to grow—never going to improve and never going to achieve that ultra level of success.
You want to REALLY improve? Once the sale is lost, simply ask the prospect what you could’ve done better or different? I’m dead serious.
“Mr. Prospect, obviously I’m not going to earn your business, but I plan on being in this business for many years and I always want to improve and get better. It seemed as though you liked (my product/service) and I failed to show you the benefits of it for you. In order to help me in the future, do you mind if I ask what I could’ve done better or different?
Now, listen! Not only will you gain some valuable information for future sales, you just might open this one back up and be able to close it.
Leave The Blame Game for others. Because while they are passing the buck they are failing miserably at an opportunity to learn—and that is what it’s all about.