When you LOSE a Sale

In sales sometimes we WIN (prospect says YES) and sometimes we LOSE (prospect says NO). The truth

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.


About Richard Scudder

I possess a passion to see others succeed in sales. After 25 years of sales and sales management it is with confidence I say “it is direction, not perfection” that counts. I partner with organizations to improve the performance of their sales associates. My clients and I share in common investing in their greatest resource “their people”. I facilitate motivational training that is fun, unique and creates a positive impact on sales performance. For more information on training sessions or speaking before your group contact me. scudderperformancepartners@gmail.com 615-440-7219

Posted on July 3, 2014, in Sales Training and tagged , , , , , , , , , , . Bookmark the permalink. Leave a comment.

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