Maybe it’s just me, but I have learned more when things don’t go well that when a meeting or sales call is really successful. It can be a tough way to learn what works. But it’s even tougher if you ignore your failures and repeat the same old mistakes.
The simplest way to learn from mistakes is to take a few minutes at the end of each day to reflect on what went well and what didn’t, and to consider the lessons learnt. By writing down in a journal what you learnt and the alternative steps you’ll take next time, you capture that knowledge. You’re creating new plans for behaviours that will generate better returns for you & your company and more sales.
At Sandler, we debrief after every sales call or meeting. It makes sense to do the same if you are out prospecting at an event (aka networking!) or on the phone, having quarterly meetings with clients or exhibiting at trade-shows and exhibitions – in fact anytime you interact with a suspect, prospect or customer. We follow a systematic debrief and ask ourselves questions like:
- What did I do well?
- What will I do differently next time?
- What information didn’t I ask for?
- What questions do I need to ask next time?
- Are the next steps for my prospect or client and for me clear and in the diary?
By making debriefing yourself a habit, it becomes easier to identify where you rocked, and where things went wrong, to recognise patterns of behaviour, and to decide what you’ll do next time. The key is to remember the Sandler Rule: Every Unsuccessful Sales Call Earns Compound Interest. In other words…. There are no bad sales calls! Just calls you learn from – and improve your performance.
If you want to increase your sales and your resilience, never ever miss debriefing your sales calls/meetings and start debriefing yourself at the end of each day. If you want to know how to debrief sales calls/meetings quickly and effectively, phone your local Sandler Trainer for an invitation to their next open briefing.