Open your eyes on “Closed-Losts”

If you had a dollar for every time your manager (or parent) told you how important it is to learn from your mistakes, you’d be retired.

Easier said than done, right?

In sales, uncovering the why means you must fight through a series of brick walls to find someone who will talk to you and offer the info you need.

But don’t let the size of the task stop you from trying. Don’t automatically move on to the next deal when you lose. Don’t succumb to the "I can’t get info" excuse.

Do anything and everything within your powers to push for answers. Your fight defines you more than your won-lost record!

Immediately after the next time you tick the "lost" box in your CRM, decide to maniacally push yourself to get intel. Find anyone on the buy team to help you learn where you fell short. (Where are your Champions?)

You may not get all the truth you need, but walking away without any insights creates future vulnerability. (Not to mention the feeling of losing twice on one deal.)

Today, create a list of questions you will ask the buyer when you can get them on the line.

You’ll want to be prepared for the five minutes you’ll get.

Is there a menu option in your CRM closed-lost field that states: "Offended Buyer with Vulgarity?"

…probably not.

If it did exist, Robert DeNiro’s character in Analyze That would be the first to tick it.

Notwithstanding, this R-rated 90-second clip from the movie is entertaining.