For the last few months, I have heard this line in one fashion or another from so many salespeople that I think I want to scream. It is not just this line that is the problem, but the rest of the conversation that revolves around that it makes no sense to make sales calls because prospects are going to ask for the items that are not available. In other words, selling is at a standstill because back orders are everywhere, and salespeople cannot change that reality.
I say hogwash.
Yes, it is true that there are some items you cannot sell because they are not available, but how many products are in stock waiting to be picked, packed, and put on a truck? The truth is there is much more available than not, yet so many salespeople are hiding from the tough conversations that the customers are expecting. Not only are they having trouble sourcing products, but they are also the people that are not delivering to their customers. No one is immune from the back-order pandemic. If your customers are in the business-to-business business, they know all about this problem, so stop worrying about being the target of their wrath and anger. Right now, your customers want you to show up and deal with the facts and not make excuses for this situation. The true sales professionals understand they can only control their actions and their emotions, and if they do not control their emotions the actions will not be very productive. I have plenty of clients that are posting record breaking sales figures this year even though they must give customers bad news about a lack of inventory or not enough trucks on the road to make the deliveries. That tells me that there is lots of buying and selling going on every single day.
You cannot sell what you cannot deliver is true, but it also true that you can sell lots of what you do have and can deliver. If you are one of those complaining about just stop worrying and start making sales calls again. Your customers will be glad you did.
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