Sales Evolution

7 Ways to Help You Determine Why You Lost the Sale By Richard Schroder

Tip #7: Consider having someone else conduct your win/loss debriefs.

Once you have a debrief guide, you could have someone else within your company conduct the meeting (such as an inside wholesaler or cold caller). You could also find someone outside of your company to do this work for you. If you are running a sales team, consider hiring an outside third party to conduct win/loss analysis interviews on behalf of your entire sales team.

7 Ways to Help You Determine Why You Lost the Sale By Richard Schroder

Tip #6: Probe for specifics.

Ask questions such as "How do you mean?" or "Could you say more?" Other great ways of getting candid feedback include asking, "How can I improve on this?" "How can I make it better?" or "Can I get your advice?"

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7 Ways to Help You Determine Why You Lost the Sale By Richard Schroder

Tip #3: Use a debrief guide.

Using a win/loss questionnaire maximizes feedback and keeps the conversation focused. As a result, research has shown that salespeople who use a debrief questionnaire have a 15% higher close rate than those who do not.

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