Have you ever tried to figure out what might go wrong before a meeting? That might be one of the smartest things you could do to win more sales.
Rather than waiting till the end to find out that you lost – and why – you can think about it way ahead of time when you can still make a difference.
When I think about all the business I've lost over the years, 3 main themes come to mind.
- I overlooked some critical piece of information.
- I wasn't working with the right decision makers.
- My prospect decided it was easier to stay with the status quo.
Knowing that those are my main themes gives me the ability to think about them seriously before I meet with my prospects. If I feel that I’m missing some vital info, I'll stop and ask about it before I rush blindly forward. If I'm concerned about my relationship with the entire decision team, I'll focus on that before I make a big mistake.
And, I'll always be checking with my prospects about their feelings regarding the business case. I don't like to lose sales I could have won. That's why looking at what could possibly go wrong makes me happy!