How much value are you and your team getting from your lost sales? What are the current processes you have in place to debrief, learn and adjust your selling processes based on what you learn from each loss?
The challenge in today’s hectic times is most sales teams only tend to be looking forward toward the next sale. When they do experience a lost selling opportunity, they do little research on the reasons they weren’t chosen and instead just tend to walk away. How many of your sales team members, when asked why they lost a sale, only describe their prospect in negative terms for making such a bad decision of not buying from them?
One of the best ways to increase your team’s competitive advantage is by receiving valid data and feedback when you don’t win so the entire team can adjust and improve their chances of winning the next one.
What can you do, as the leader of your team, to develop a more formal loss debriefing process and questions to ask on any significant selling attempt lost by your team? To receive valid and helpful information you’ll likely need to have the manager reach out to the buyer instead of the salesperson so you can get better answers (and with fewer defensive responses). In today’s video I outline some of the best questions you can ask when debriefing after losing a significant sale…so your team is better positioned to win the business next time! It’s one of the best ways to help your team sell even more!