Do you know why you win and lose deals?
Would it be helpful if you did?
Let me ask you a question: do you know, specifically, most of the factors that will help you win the deal before you even go into the meeting? I’m talking about both psychological and structural factors.
Things like:
The purpose of the meeting
Who the people are
Their psychological profiles
What things could go wrong
What you would consider a win, etc.
What about after the meeting—do you know why you won or lost?
Do you know what you did well in meetings?
Do you know where you struggle?
Have you ever wondered why professional sports teams have a game plan and conduct a post-analysis of each game?
Can you imagine a professional sports team operating without a game plan?
Or not conducting a post-match analysis?
Not likely.
It’s called professional for a reason.
We’ve found that by doing this analysis, it can improve won deals by over 25%.
Spending a few minutes preparing before you meet a client is crucial for focus and setting the right mindset. What we’ve also found is that if you analyse your meetings and deals, you’ll start to identify recurring problems as well as successful patterns that allow you to fine-tune your sales approach.
We’ve all heard it’s the small things that make a big difference. But do you know what those small things are?
The common advice is to work harder, make more calls, because it’s a numbers game. Well, if you’re repeating the same mistake over and over, then for you it is a numbers game.
Working smarter is definitely the way to go.
