Sales tip of the day : Learning from experiences

Why It matters ?

Especially when sales people lose a sale, most of them take what the customer reply as a reason reporting to company. They do not investigate further deep to identify real cause in their own sales approach resulting in mistakes being repeated.

What A Good Approach Should Look Like ?

To really learn from case loss, sales people need in-depth feedback, not just the often heard question “Why did we lose” which open the door for the customer to respond that the performance was not good enough. You have to ask specific questions about if your sales approach e.g. How you think in your opinion did we understand your needs well?

• How well did we communicate the product/feature/benefit of our solution and service ?
• What differentiates us from others?
• To which decision makers did we lack access?
• Do we meet all your needs ?