The 9 hurdles stopping selling

There are many hurdles to overcome when selling, not always related to your products or solutions, but related to the people or their function in the company you are selling to.

1. The will hurdle:
The lacking of motivation.
Even though you have the best solution to the problem or risk, the manager or director is not motivated to take the risk to buy your product or solution.
How to motivate or convince him to take the risk of buying your product?

2. The skill hurdle:
The person who is in charge isn’t up to his task or job or just misses experience of the business he is in.
He hardly understands the benefits your solution or products are bringing as he doesn’t see the problem.
Probably your competitors will encounter the same hurdle, if they address the same problems for their products and solutions.

3. The bill hurdle:
Missing resources, having no budget.
The manager of director is interested in your products or solutions; however he hasn’t got the budget.
This is a money problem and is hard to solve from your side.
Instead of a one time cost or fee, maybe a recurring invoice can solve this problem.

4. The nil hurdle:
Lacking the authority to accomplish the task.
The manager of director isn’t the decision taker: the authority is at a higher level.
Thus you need to talk to the next level.

5. The situation hurdle:
Wrong location or wrong environment or wrong group of people within the company.
Your products or solutions are not suited for the business unit or the company or the group of people.

6. The moved hurdle:
People do get promoted or change functions in a company.
Then you have to restart your sales process all over again.

7. The time hurdle:
Although your solutions are interesting and adequate, there is no time to plan and to implement them.
You probably need to go and talk to a higher level in the hierarchy.

8. The brand hurdle:
Due to a previous problem with your company or brand, the decision maker in charge doesn’t want to know about your company. The reason or reasons can be fully irrational, but still selling will be nearly impossible.
Maybe customer references can help to change his mind.

9. The influence hurdle:
Even though you have no problems with all the above, your contact is not able to influence and persuade his directors or CXX of the company: thus you will get nowhere if you can’t contact the decision takers directly.

You have probably encountered additional hurdles in the companies you have been selling to.
Tell us about.

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