Learning from selling situations
If you did not manage to close the sale, you may want to evaluate what might
have led to the lost sale. Here is a list of questions that you can ask yourself. It
is important to learn from every loss of sale.
Was my selling attitude pleasant?
Did I smile?
Did I show an interest in the customer?
Did I use an appropriate greeting?
Did I select the product or service that fit
the customer's needs?
Did I use a buying reason as a selling
point?
Did I make suggestions of related items?
Did I close the sale properly?Did I present as much information
as the customer had to know,
but not too much?
Was the customer involved in the
demonstration?
Were all of the customer's
objections answered?
Did I show the customer any
additional items, including
alternate products or services
of a better quality and higher
price?
Did I unsell the customer by too
much talk?Salespeople should review their own performance frequently particularly after
losing a sale, but they can learn from what happened when they do make a sale.
However, many people are not good at being introspective, self critical and
honest with themselves. It takes practice.
Although, it can be very rewarding, a lot can be learned and sales
performance will certainly improve if you do this.Get in the habit of using a checklist, like the one presented here, on a regular
basis to help you with your personal sales performance analysis.