It's never the prospect's fault
Have you ever blamed a lost sale on a prospect and heard yourself saying something like, "They just didn't understand what makes our solution better" or "They were just buying on price"?
When things go wrong, we tend to externalise the problem, rather then accept responsibility ourselves. Whatever is happening with your relationship with the prospect, good or bad, it's your responsibility. If things go wrong it's down to you and only you.
You can sell your way round any problem, as long as you deal with the issue head on early in the sale. So take responsibility for your actions and stop blaming; your prospects, your company, the market, your territory, the competition, your pricing etc.
Unless you stop blaming external factors you will never learn from your mistakes. You should learn a lesson every time you lose a sale. Take the opportunity to understand what you could have done differently and what actions you will take next time, to stop the same thing happening again.
Learn from your mistakes, stop blaming external factors and remember, it's never the prospect's fault.
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