So you can start winning.
Losing a sale is no fun, but it you can learn from your mistakes and increase your wins. Below are a few bullet points from a Miller Heiman article about the importance of reviewing your losses:
- Reconnect with everyone who worked on the sale within a week of the
buyer's final decision. You'll get a clearer picture of what led to the
decision while the information is still fresh.
- Consider a review as part of your process. Scheduling a final interview fights the urge to postpone or ignore the exercise.
- Ask for a follow-up phone call soon after you hear the dreaded "no." Knowing the sale's final outcome allows you to ask straightforward questions to learn why the customer didn't choose your solution.
Read the article in its entirety
here.-Brianna