Learning why a sale is won is almost as important as finding out why a sale is lost. But few salespeople ask a customer why they got the sale. They’re happy they got the business and simply move on to the next deal.
If you focus only on why you lose, you may not understand why you win. Debriefing with customers who choose to work with you is a valuable yet often overlooked exercise. It’s always important to understand why you win because this information acts as a powerful complement to the reasons you lose.
Researching wins as well as losses ensures that you receive a balanced perspective so you can continue practices that result in success and eliminate ones that lose sales. Prospects you’ve sold will often be candid about their reasons for giving you their business and provide you with feedback in areas where you might need improvement.
Source: Sales author Richard M. Schroder
If you work in Central Pennsylvania and own a business, I’d like to talk with you, about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757 or visit my website for more sales tips and marketing help! http://FreeMarketingHelp.org
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