Part II: The 10 Reasons Why You Don’t Sell As Much as You Should (or Could)

In my last blog I posted the first five reasons why you don’t sell as much as you could or should … and what you can do about that.

Here are the final five.  Any of them sound familiar?

6. You need an attitude adjustment

Attitude can be a real sales killer and may be holding you back from extraordinary results. Look, if you don’t like your boss; if you feel your prices are “always” too high; if you feel your list is lousy; or you feel that your competition has a better product, a better offer, better terms … whatever;  then quit. Don’t waste any more of your time.

Or, alternatively,  change your attitude. It’s as simple as that. Negative thoughts and beliefs will hold you back from succeeding.  So here’s what to do.  Stop whining.  Stop blaming and finger pointing.  And above all, stop excusing yourself.  Your sales success is YOUR responsibility.  And finally ask yourself this question, “So, what am I going to do about it?”

7. You’re complacent

You might not be selling as much as you could or should because of complacency.  It means you are content, perhaps even smug about your sales results.  You’re happy with what you are making and achieving.  This is not necessarily a bad thing provided you are meeting or exceeding your objectives.

The only trouble with complacency is that it’s a slippery slope.  It gets easy to stop doing the things that made you successful…and you don’t realize it. One day you wake up and you’re behind the game.  Complacency is common and it creeps up on everyone from time to time. The good news is that complacency is relatively easy to fix.  Push yourself every day by trying something new or setting more challenging objectives.  Make 10 more calls. Push for one more sale.  Get in 15 minutes earlier.  Prospect a half hour longer. S tay an hour later once a week.

8. You’re lazy

Being lazy is different than being complacent.  Lazy lies several steps past complacency.  Laziness is knowing what to do but consciously choosing not to do it.  And excusing it. Laziness is seeing what needs to be done and ignoring it.  No one likes to admit that he or she is lazy. If your sales are down and they’ve been down for a while, you need to have a little ‘heart-to-heart’ with yourself.  Only you can answer the question.

9. You don’t invest in yourself

Your sales might not be where you want them because you have done nothing to help get yourself to the next level.  You haven’t invested the time or the money for self-improvement.  That you are reading this article is a good start but, have you bought a book or DVD on sales in the last six months?  Have you thought of hiring a coach? You see, the moment you invest a few bucks of your own money is the moment you have something to lose and something to gain. You create risk.   After you invest the money, invest the time. Schedule a half hour a day or a couple of hours a week to read and learn new techniques. Get new perspectives.

10. You don’t have the talent

Maybe your sales aren’t so great because you lack the talent.  Talent is an inherent ability to do well or at least, well enough. Not everyone has it. I can’t dance a lick. I have NO talent for it. Can’t sing either. Wasn’t blessed with it.  Some people aren’t cut out to be sales people because they don’t have the talent.  If you have tried everything suggested here, if you have moved from sales job to sales job and have not been ‘successful’ then maybe you don’t have the talent. Maybe you should move on to something else. No shame in that. Call it a moment of truth but it could make your life a whole lot more enjoyable.


If you haven’t gathered by now, your success is up to you.  It’s your choice.  Making certain choices is not always easy but it is the only path to sales success.  Choose wisely.

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