Answer These Questions to Turn Missed Sales into Opportunity
From failure, we learn. It’s a mantra many of us have repeated over the course of our lives to give us the motivation we need to try again once we fail. But for some salespeople, instead of motivation, that sentence becomes an excuse. They don’t actually take the time to reflect on the sale and learn what they could be doing better. According to Craig McAndrews, writing for HubSpot, there are three questions a salesperson should ask themselves after every missed sale.
What was the Prospect’s Need?
You must have approached the prospect for a reason. What was it? What did you feel their company was lacking? What was the problem that needed to be solved? Was the need what you thought it was, or did you discover that the prospect was in need of something else entirely?
Why Didn’t They Decide to Buy?
If you’re lucky, the prospect will have told you exactly why they didn’t decide to buy from you at the end of your pitch. If they didn’t, it’s time to review the context clues. What did they seem to focus on during your pitch? If you can’t recall anything that sparked their interest in particular, maybe you need to work on better engagement techniques, like asking a prospect open-ended questions to get them involved in the conversation. Or maybe they seemed all in, but then hesitated when you mentioned the price, and instead of talking about it, they just turned down your offer. After a time, asking yourself this question will become second nature. Then, maybe it will also come to mind during missed sale before you leave your meeting and you can ask the prospect directly to take out the guesswork altogether.
What’s the last question? You’ll have to check out McAndrews’ article to find out. Learning from your mistakes will give you a higher chance of landing more sales going forward.