When you LOSE a Sale
When we LOSE the biggest challenge we face is not the NO, but it’s getting your prospect to tell us the real reason they said NO.
If you don’t get the truth as to why you won and why you lost you will have a hard time sustaining long term sales success and/or realizing measurable sales improvement.
It’s a lot easier and more comfortable for everyone involved finding out the main reason a prospect said YES than it is to receive the honest feedback from a prospect that said NO.
Most sales people don’t do a very good job of analyzing and documenting why they WON or LOST.
If you’re not already doing so start asking for the true facts of why you WON or LOST. The true facts in a WIN will often uncover a story and relaying a good story is a great way to sell. Uncovering the real reasons you LOST a sale might sting a little but there is not a better piece of intelligence that can help you or your team improve and WIN the next sale.
Posted on July 3, 2014, in Sales Training and tagged facts, feedback, intelligence, lose, lost, measurable sales, prospect, sales improvement, truth, win, won. Bookmark the permalink. Leave a comment.