The Advanced Selling Podcast #648: What Caused You to Lose the Deal?
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Apr 19, 2021 Discover the hidden reasons behind losing sales deals. The discussion dives into the 'root cause dilemma' and how subtle communication shapes customer perceptions. Explore how micro and macro factors affect performance and the importance of identifying key decision-makers. Learn about the psychological barriers in B2B sales and the vital role of courage in overcoming challenges. There’s a wealth of insights on reframing approaches and connecting meaningfully with customers for better outcomes.
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The Blemish Anecdote
- Bill Kasky had a blemish, and seven family members pointed it out.
- This sparked a discussion about focusing on causes, like in sales.
Root Cause Dilemma
- Focusing on a single cause for problems, like losing a deal, is flawed.
- Multiple micro-causes contribute, similar to plane crashes.
Micro-Cause Analysis
- Don't just identify the main problem; dissect the micro-causes.
- For example, if you're calling on the wrong people, explore why.