Question : Why Did You Fail To Win The Business?
[geoads]
Low Ownership Answers |
High Ownership Answers |
They preferred the other product/service. | I did not gain effective entry into the sales process, nor meet enough of the key players. |
We appear to have lost it on price – we’re tooExpensive.. | I did not really sell the solution and the real savings/benefits open to the client. |
They are postponing the decision for a while. | I failed to identify and understand their REAL needs and wants. |
We could not meet their specification and/or delivery requirements. | My demonstration was badly prepared and poorly executed. |
They did not really know what it was they wanted. | My proposal and offer was not really convincing enough and lacked a real cost benefit analysis. |
They wanted more discount than I could give them. | My follow-up was not dynamic enough lacking confidence – perhaps through lack of knowledge. |
They feel a change in supplier to be too great a risk. | I simply failed to make them want it enough. |