Win more Sales! Win-Loss Analysis Moves You to Win-Win Every Time
Being in sales is a tough business, particularly when you look at the odds of winning compared to losing. The only high statistic you can count on is pressure from management. This pressure increases stress and leads to an elevated rate of turnover. But there are some great ways to deal with this stress and win more sales.
What can you do to flip the switch? Believe you can, and you will!
The first place to start is improving mindset. Long ago, I used to stress about will I, or will I not, make the sale. Thankfully, I utilized a new approach that helped changed things around. Positive thought saved my day and can save yours, too!
Focus on the best possible outcome. Never let go of that vision.
Deal with the negative things first to get it out of the way. Create a spreadsheet of your previous wins and losses. Underneath each company name, list reasons for the results. Do this activity without excuses. Hard, solid facts that, stated objectively, are what lead to improvement. Seek out commonalities among the wins and losses. Decide what you can do in the future to improve the less desirable.
Bad Habits to Overcome: The Totem Pole Syndrome
Most people put door attendants, security guards, and admins as the bottom of the barrel. The fact is, treated with respect, they will be the gatekeepers that will get you into the C-suite. Here are some examples:
1. Upon following up on a name given to me by a receptionist, I called back the next day. Upon hearing her voice and with a friendly tone, I reminded her of our conversation. She interrupted to say, “Hold on, the CEO is down the hall, I’ll get him
on the phone for you!”
2. After many months of pursuing a fortune 100 company, and contacting a dozen vice-presidents who couldn’t decide what to have for lunch, I took a new approach. I invited the gentleman running the copy center in the basement to an Open House event at a hotel. We too a chauffeured car for the occasion. He reported back that he felt treated like royalty. He then helped persuade the company to give me their business.
No or Yes begins the conversation
Either answer is the starting point. However, upon hearing ‘no,’ I use humor by asking, “Is ‘no,’ for now, or this year, or am I never to darken your doorstep again?” Prospects usually laugh and relent. They volunteer a better time to check back. Using humor again, I reply, “I excel in follow-up. So are you certain that the date you provided will be a good time to do so?” Clients usually look surprised and then
laugh. I conclude by saying, “I look forward to reconnecting with you then,” as they nod their head in approval.
All of the above builds credibility and trust. Prospective clients realize that I’m easy to work with, and might be enjoyable to work with too. The other side of this is its perfect practice for improving your negotiation style.
Create new habits to ensure a higher percentage of wins.
Begin each day by giving yourself a pep talk in the mirror. Tell your image, “I can do it!” Each evening, review what you have accomplished and what is in the forecast. Remind yourself why you can do it, and then sleep on it with the idea in mind. Your subconscious takes over.
The result is your focus becomes laser sharp. Concentration takes hold, and nothing gets overlooked. You do your research ahead of time, and complete requests on schedule. Replay conversations in your mind and allow creative ideas to take over. You will soon have a robust program comprised of what the client requests, along with new ideas no one previously discussed.
The New Win-Win Analysis
Your willingness to learn from the loss helps to avoid the same in the future. Step out of your comfort zone! Strive to learn from every error. Let each potential loss turn into a win, be it increased knowledge or sales!
For more insight, read, “Do You Learn From Defeat?”