Here's how you can assess your performance following a sales failure.

Ten en cuenta que un "fracaso" es un fracaso, si y solo si, no aprendes de él. Observa el escenario y revisa el proceso de venta que tuviste con ese cliente. En las ventas necesitas seguir y respetar tu método, tu proceso. ¿No lo tienes? es momento de iniciar y observar con mayor detalle tu trabajo. Te invito a que reflexiones: 1. En qué etapa de tu proceso se detuvo la venta. (presentacion de valor, objeciones, inducción al cierre, cierre) 2. Y también en qué etapa del proceso eres infalible. (desde la prospección hasta la postventa) Una vez que hayas identificado estos 2 puntos, es momento de empezar a trabajar en ti y aumentar tu performance. Lo que no se mide, no se puede mejorar. Sigue abajo ...

It's critical to evaluate your performance objectively after a lost transaction in order to determine what went wrong. Consider if it was your strategy, anything you said, a lack of follow-up, a failure to pay attention to the customer, or a failure to emphasise the advantages of the product. It's critical to recognise these problems, particularly if a pattern appears frequently. On the other hand, it's crucial to record any product or service-related grounds for rejection if, despite your best efforts, the offer was rejected because of a clause in the contract or a feature that was absent. You may identify areas for development and make sure your next sales encounter is more fruitful by doing this.

After losing a sale, you have to become your own critic, and reflect honestly on what went wrong. Without being aware of what went wrong, it would be impossible to improve in the next sales interactions. Reflect on the reason why the sale didn't go through, was it because of your approach? Something you said? Failing to follow up? Failing to listen to the client? Failing to show product or service benefits? This is the start of identifying what went wrong. Especially if this is a recurring pattern. On the other hand, you might have done everything that should've been done, but the reason of rejection came from a contract term or a missing feature. In this case it is also important to document product / service related rejections.

After experiencing a sales failure, begin by thoroughly evaluating what went wrong. Reflect on each stage of the sales process, from initial contact to closing, to identify any missteps or missed opportunities. Seek feedback from colleagues, mentors, or customers to gain different perspectives. Compare your performance metrics against your goals and industry benchmarks to pinpoint specific areas for improvement. Lastly, use these insights to create a plan for refining your strategies and skills, ensuring better outcomes in future sales efforts.

Facing criticism and feedback after a sales failure can be challenging, but it's an essential part of any professional's journey. By staying calm, listening attentively, communicating transparently, developing an action plan, and learning from the experience, you not only weather the storm but also emerge as a stronger, more resilient captain. Remember, success is not defined by the absence of failures but by the ability to recover and keep sailing towards your goals.

Absolutely! Asking mentors or coworkers for their opinions is crucial if you want to find areas where you can improve. Giving yourself constructive feedback will help you improve. For example, you could inquire about the effectiveness of your presentation, the way you addressed objections, or the strength of your closing arguments. Getting a variety of viewpoints might help you identify blind spots and focus on areas where your sales plan needs improvement. This proactive strategy not only promotes development but also shows that you are dedicated to making improvements in your career path.

La primera retroalimentación tiene que ser tuya. ¿Ya identificaste el punto 1? (mencionado líneas arriba) Ahora piensa: ¿Cuáles serán tus estrategias de mejora para esa etapa de tu proceso de venta? Por ejemplo: Uno de los grandes problemas que afrontan los vendedores es en la Presentación de Valor (y no de precio) de su producto o servicio. ¿Sabes por qué?, simple: 1. No tienes una escucha activa y 2. Lo que buscas es "empujar" un producto. Entonces: 1. Llegas al cliente pensando en lo que vas a decir, cómo lo dirás, en qué momento. Te centras en hablar y no en escuchar con atención lo que el cliente tiene para decir. 2. Como estás inmerso en tu pensamiento, no conectas. 3. Y ¿a qué tienes que recurrir? BAJAR EL PRECIO. Sigue abajo...

After a lost sale, sometimes your own perspective might not be enough to get the full picture, it's recommended to seek feedback from your manager or peers and go over the details of all interactions from start to end. Other points of view will help you see other opinions or give additional insight on what went wrong and how it can be improved. It will help you pinpoint the area where the deal started to slip, for example you did amazing opening, built rapport, and gave a solid pitch, but went too early for a close. Then you know that closing skills is the part you need to work on. Rejections in sales are very common, what matters is to be proactive and be open for feedback and working on areas that requires a little bit more refinement.

In order to get to the bottom of why things didn't work out as expected, let's go deep into the facts. We can identify any departures from past performance by looking at lead conversion rates, sales closing times, and follow-up frequency. We will be able to pinpoint exactly where the sales process may have failed and where it may be improved with the aid of this quantitative study. Equipped with these discernments, we can refine our strategy for subsequent undertakings, guaranteeing that we're headed towards even higher accomplishments.

OJO: No sólo con tener una mejor escucha, conectar con tu cliente o mostrarle una oportunidad para solucionar su problema o necesidad es que vas a conseguir cerrar la venta. Necesitas, también, conocer de personas. Hay varios tipos de clientes y cada uno al comprar está en diferente mood. Te has dado cuenta que tu, cuando quieres comprar algo, a veces investigas y te vuelves un especialista en eso que quieres comprar y otras veces no tienes ni idea de lo que el mercado ofrece? O tal vez estás en un proceso de compra y en un primer contacto tuviste tiempo y disposición para escuchar al vendedor y otro dia te llama y no puedes ni quieres escucharlo y cortas rapido la llamada? Sigue abajo ... (última intervención)

Add "Lost Reasons" as a field on your CRM or spreadsheet, add the most common reasons for rejection to a drop-down menu, and update them if new unexpected reasons come up. Then on a monthly basis, you would be able to see the exact reasons clients are rejecting your offer. Record the stage in the pipeline where rejection happened. Generate reports to see the trends and where and why customers drop off. Use this information to make direct changes to address those trends to stop any further loss in sales.

If you remain idle and not take quick action to modify your sales strategy and approach, it will only lead to more deals lost, and will lead to a huge downfall in your sales. Analyze sales insights and data retrieved to make the appropriate changes. Make sure that the changes are directed specifically towards the concerns and reasons of rejection, making irrelevant changes won't help. Precision is needed in this step, not just making change for the sake of change, maintain what is working, modify approaches that aren't. Test and measure till you see the change in numbers in lacking areas. This should be an ongoing process anyway to stay on top of your game.

Recuerda: Todos somos y compramos diferente. Como vendedores necesitamos ser un camaleón y adaptar nuestro perfil al del comprador. Espero haberte ayudado, Saludos Fer