Advicelet benefits: Find out what your customers and prospects are really thinking. Stop second guessing them and change your processes accordingly.

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We’re talking sales again today – and specifically about a technique which in our experience is a dying art and shouldn’t be. Finding out why you won or lost a deal – large or small – with any customer, is an essential part of the sales process and one which is normally missed – because no one ‘has time’.

If I were to say to you that because of a piece of win loss analysis, it was found that one of the reasons a large corporate lost a deal to another even larger corporate was partly because of the way their switchboard handled calls… Fascinating.

The person who was responsible for producing that piece of research is with us in the studio again today. Chris Bowyer is an interim Sales Director and has been commissioned by many companies to produce win loss analysis as an independent. He’s here today to talk about how important this process is and in the next advicelet, he’ll give us some practical tips on how to complete your own analysis.

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• A Better Selling Model
• Implications, Emotion In Marketing and Sales
• Three Easy Ways To Keep Your Clients For A Lifetime
• Giving customers what they want