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ART OF SALES 3, 3.03 (V) The Win:Loss Debrief

3.03 (V) The Win:Loss Debrief

[MUSIC] Congratulations, you have targeted, you've generated some leads and moved to them through your sales process. And now you've closed them, well done. Well now what happens? We need to spend a few minutes making sure that we fall in love. What I mean by this is, what happens after you close the deal? Or after you get that great job? Well, what I always say is, selling doesn't stop when the deal is closed. It simply moves to a new phase with new tools. In any relationship, how do you know if things are going well? You ask, one of the simplest methods of making sure you know how to get people to fall in love with you, is to ask them. We call this the win/loss debrief. When you win a deal, or secure that next great job, you need to conduct what's called a win debrief. A win debrief is simply another form of sales conversation that goes like this. You sit down with your new client or your new boss and you ask three key questions. Number one, would you please share the criteria that you use to make your final decision? Number two, what were the specific reasons you had for moving forward with us or me? And number three, how can we or I have done a better job in the process of engaging with you? What you are doing here is figuring out why you won this deal and what's most important to your client. This is critical and most sales people never do it. And then guess what happens? They're never quite sure how to know if they are living up to expectations. Why would you do that if it's so easy to find out? Now notice that the third question, how could I or we have done better in the process of engaging with you? Notice that question. The reason you ask that one, is that you demonstrate that you are always learning. It may be obvious to you that there is another side of this and that's the loss debrief. Yap, we sales people, we lose a lot, but we should never stop learning. And the process of a loss debrief is very similar to the win debrief, you simply ask questions. This time the questions sound like this, number one, would you please share your criteria that you use to make your final decision? This is the same as the win debrief. Number two, what were our specific failures, or things you wish we had done differently? And number three, how could we or I have done better in the process of engaging with you? Again, the very same as the win debrief. These win/loss debriefs, they give salespeople a great gift. They help us never stop learning.


3.03 (V) The Win:Loss Debrief

[MUSIC] Congratulations, you have targeted, you've generated some leads and moved to them through your sales process. And now you've closed them, well done. Well now what happens? We need to spend a few minutes making sure that we fall in love. What I mean by this is, what happens after you close the deal? Or after you get that great job? Well, what I always say is, selling doesn't stop when the deal is closed. It simply moves to a new phase with new tools. In any relationship, how do you know if things are going well? You ask, one of the simplest methods of making sure you know how to get people to fall in love with you, is to ask them. We call this the win/loss debrief. When you win a deal, or secure that next great job, you need to conduct what's called a win debrief. A win debrief is simply another form of sales conversation that goes like this. You sit down with your new client or your new boss and you ask three key questions. Number one, would you please share the criteria that you use to make your final decision? Number two, what were the specific reasons you had for moving forward with us or me? And number three, how can we or I have done a better job in the process of engaging with you? What you are doing here is figuring out why you won this deal and what's most important to your client. This is critical and most sales people never do it. And then guess what happens? They're never quite sure how to know if they are living up to expectations. Why would you do that if it's so easy to find out? Now notice that the third question, how could I or we have done better in the process of engaging with you? Notice that question. The reason you ask that one, is that you demonstrate that you are always learning. It may be obvious to you that there is another side of this and that's the loss debrief. Yap, we sales people, we lose a lot, but we should never stop learning. And the process of a loss debrief is very similar to the win debrief, you simply ask questions. This time the questions sound like this, number one, would you please share your criteria that you use to make your final decision? This is the same as the win debrief. Number two, what were our specific failures, or things you wish we had done differently? And number three, how could we or I have done better in the process of engaging with you? Again, the very same as the win debrief. These win/loss debriefs, they give salespeople a great gift. They help us never stop learning.