BY TOM SEARCY (Inc.com Magazine)
They are great answers for avoiding personal accountability for losing. Hiding behind the shield of price or politics creates a moral high ground for a sales person. These are both issues seemingly out of the control of the sales person. However, business owners and sales managers see them as excuses. Of course, whether you see them as answers or excuses depends on your vantage point. But what I will say is that they are incomplete answers that keep you from learning what to change the next time you are out selling.