Why Your Sales Team Is Struggling: The Real Problem No One’s Talking About
Sales objections like these might sound all too familiar:
- “Let me think about it.”
- “I need to check with…”
- “We don’t have the budget.”
- “We already have something that does that.”
- “Sounds good, but I think we’ll stick with what we have now.”
You’ve probably heard these objections so often they seem inevitable. But here’s the truth: they’re symptoms of a bigger problem.
Your sales team is skipping too many critical steps in the sales process.
The Common Assumption That’s Costing You Deals
When I talk to sales leaders about why their teams are struggling, one phrase comes up time and again:
“We already know our leads are qualified.”
If you believe this, I have bad news—you’re probably wrong.
A truly qualified lead meets these criteria:
1️⃣ They’re the decision-maker or are actively involved in the decision-making process.
2️⃣ They recognize the problem and want it solved within your typical sales cycle.
3️⃣ They can afford your solution.
If even one of these factors is missing, your reps aren’t working with a qualified lead—they’re chasing pre-qualified suspects. And when your team skips the qualifying process and jumps straight into the pitch, they’re setting themselves up for objections they could have avoided entirely.
Why Skipping Steps Creates Objections
When reps rush through or bypass the critical steps in a sales conversation, here’s what happens:
- Unqualified prospects waste time. Your reps are pitching to people who aren’t decision-makers or can’t make a move.
- Pain points aren’t uncovered. Without understanding what’s keeping a prospect up at night, your solution will never feel urgent or essential.
- Objections build unchecked. Budget concerns, internal resistance, and “sticking with what we have” aren’t addressed early enough to defuse them.
Skipping steps in the sales process is the fastest way to turn a promising lead into a lost opportunity.
The Fix: Teach Your Team to Qualify First and Pitch Later
Qualifying leads isn’t just about ticking boxes—it’s about having a meaningful conversation to uncover whether a prospect is ready, able, and motivated to buy.
Here’s what your team needs to do:
1️⃣ Master the qualifying conversation. Learn how to ask the right questions to determine if the lead truly fits.
2️⃣ Uncover and amplify pain points. Prospects won’t buy if they don’t feel the problem is urgent enough.
3️⃣ Pre-handle objections. Address potential roadblocks before they arise so your reps don’t get stuck with “let me think about it.”
At SalesBuzz.com, we teach sales teams how to follow a proven, step-by-step process that ensures they stop skipping steps, qualify leads effectively, and reduce preventable objections.
What’s at Stake If You Don’t Fix This
Every skipped step means more lost deals, longer sales cycles, and increased frustration for your team. Worse, it means your reps are wasting time on leads that were never qualified to begin with.
But with the right training, your team can:
✔️ Close more deals by speaking only to the right prospects.
✔️ Shorten sales cycles by building urgency early.
✔️ Eliminate objections before they arise.
Are You Ready to Turn Things Around?
If you’re tired of hearing objections that could have been avoided, it’s time to equip your team with the skills they need to qualify effectively and close confidently.
👉 Schedule a quick call to discuss how we can help your team stop skipping steps and start closing more deals.
Final Thought
Sales isn’t about winging it or rushing to the finish line—it’s about following a process. Every skipped step is an opportunity lost. The good news? It’s never too late to get your team back on track.
Let’s talk. Schedule a call today.
