Interview your prospects or customers to better understand the reasons why a sales opportunity was won or lost.
🤔 Decision-making process
Questions about your decision process that made us either win or lose the sale.
What was it about our company that initially attracted you?
What were the top 1-3 factors you were looking for?
What was the biggest consideration you based your decision on?
What key factor influenced your final decision?
🛠 Our product
Questions about our product that made us either win or lose the sale.
When did you start investigating a new product/service?
Did you talk to any references about our product/service?
What's our reputation in the industry?
What were your thoughts on our pricing?
In your eyes, what’s the biggest difference between us and the competition?
💡 Sales process
Questions about our sales process that made us either win or lose the sale.
How did you feel about the timing of our sales process?
How well did we do in tailoring our presentation/product/service to your needs?
What was your experience with our team?
What’s one piece of advice you’d give us for the future?
💬 Questions or additional feedback
End the meeting with an open-ended question for the prospect or customer to share their final thoughts.
What other suggestions would you add before we wrap up?
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