Daily Quote |
Skill
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.
However, learning why you lost a piece of business is not easy.
First, it's easy to move on to the next deal. Second, and more importantly, it's hard to get answers from buyers who bury themselves in their black holes.
Neither are good excuses.
Fight the urge to move on – stick around a bit longer after the loss to push for answers. You'll learn what you need to get a "Closed-Won" the next time, and you'll also learn the value of fighting.
Do
Upon your next lost deal, don't just tick the Closed-Lost box and move on; maniacally push yourself to get a buyer to tell you what happened.
You may not get all of the truth from the buyer that you need – but walking away without getting any insights creates future vulnerability.
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 with the buyer so as not to waste a moment.
Oomph
No company on earth has a Closed-Lost CRM reason titled "Offended the Buyer with Vulgarity." If there were, Robert DeNiro's character in Analyze That would be the first to claim it. (Although… this R-rated clip from the movie is entertaining.)
When you designate an opportunity as dead, don't be too bummed; instead, view it as a chance to shorten the distance between you and the next sale.
No company on earth has a Closed-Lost CRM reason titled "Offended the Buyer with Vulgarity." If there were, Robert DeNiro's character in Analyze That would be the first to claim it. (Although… this R-rated clip from the movie is entertaining.)
When you designate an opportunity as dead, don't be too bummed; instead, view it as a chance to shorten the distance between you and the next sale.
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