Here's how you can extract valuable lessons from unsuccessful sales calls.

Be aware that EVERY sales call is an opportunity to learn something new. No matter how many years you have been doing these calls, there is always that can be better. This will enable you to have the self awareness needed to be more observant and open to feedback. I recommend having someone else in the call, manager or peer in order to get external feedback from them. If possible record the call to listen from an outside perspective or to share with someone else.

After every sales call take a short break, recall what all happened in the sales call, what went well, what could be improved Look at the call from customer point of view, see what needs to be improved Request the customer to be blunt to tell you what went wrong during the sales call Work on How are you going to improve, check who can help you and how Happy Selling

Tras una llamada de ventas fallida, reflexionar sobre la interacción es clave para extraer lecciones valiosas. Analiza las respuestas del cliente, tu presentación y el flujo general de la conversación. Identificar momentos específicos que podrían haberse manejado de manera diferente es fundamental. ¿Hubo un punto donde la conversación se desvió? ¿Abordaste completamente las necesidades y objeciones del cliente? Esta reflexión no se trata de centrarse en lo negativo, sino de aprender de la experiencia para mejorar. Por ejemplo, si un cliente expresó preocupaciones sobre el costo, podrías reflexionar sobre cómo podrías haber comunicado mejor el valor de tu oferta para abordar esas preocupaciones de manera más efectiva.

After a failed sales call, it's imperative to view the experience as a valuable opportunity for growth rather than a setback. Take a moment to delve into the intricacies of the interaction, analyzing not just what went wrong, but why. Consider the dynamics at play – the nuances of tone, timing, and rapport. Were there missed cues or signals that could have been better addressed? This reflection isn't about dwelling on the negative but about extracting insights that pave the way for refinement and mastery. Embrace the discomfort of failure as a catalyst for improvement, recognizing that each misstep holds within it the seeds of future success.

Lorsque j'ai commencé à prendre systématiquement 5 minutes de réflexion à chaud juste après une conversation de vente, cela m'a aidé à ne pas rester uniquement sur un sentiment d'échec et de décrire plus concrètement pourquoi je ressentais cela. De la description concrète, j'ai pu identifier des schémas qui se répétaient, rendant l'exercie instructif et me permettant de mettre en place une stratégie de progression.

I had an important sales call with a potential client referred by an existing client and I prepared meticulously, with a genuine intend to serve him in the best possible way. I believed in the value our solution could bring and was confident he would see it too. However, the client was heavily price-oriented. Despite my efforts to emphasize the long-term benefits, his focus remained fixed on the cost. The conversation felt strained, and ultimately, the deal was not closed. Instead of feeling defeated, I reflected on it and realized that his conduct changed when the discussion turned to pricing and I was trying to justify the cost by listing features instead of focusing on how those features translated to value for his specific needs.

Failures and mistakes we make are our best way to learn. First step, after the call, take a deep breath and let yourself relax. You did a great job, even if it didn't end up the way you'd want it to. Now comes the reflection. Ask yourself: 1) Was it our ICP? If no, then congrats, work on your ICP strategy, don't offer your services to those who don't need it. 2) It was your ICP. They didn't want your services. Good idea is to ALWAYS ask why, in a very polite form. Say it's for your strategy development, customers love when you try to improve yourself. I had cases when they would come back after rejecting the first proposal. Why? Because you reacted adequately to their rejection. 3) Self-reflect. What could be done better next time?

Take some time after the call to reflect on what went wrong. Consider what you could have done differently to improve the outcome of the call. For example, did you adequately address the prospect's needs? Were you able to effectively communicate the value of your product or service?

If you were confident that your product was a good fit for your prospects needs, go back to the beginning to determine what went wrong. Were you speaking with the right person? Are you sure you understand their needs? Did you have something to offer the other suppliers didn't? Why was your product better? Answer all these questions to determine why.

I never find fault with a customer who did not buy. Some I felt sorry for because I know for a fact it was the answer they needed due to serious issues they were having. What I have learned is never to give up on a customer. On each call learn from it and go back. And back again and again. One customer who had about 30 properties took me 7 years to land. Every year I would offer something to prove how filtration can save. At year 7 the director of engineering laughed at me in his office. He said you really don’t know how to accept no do you? I said on all 7 demos I lasted longer and did a better job with some serious budget savings. I got the account that day & had it until the day he retired. We were friends until the day he died.

A very important source is feedback from customers, both for lost & won deals. 🌟Go back to your lost deals and ask your prospects to share reasons for the decision 🌟If they are reluctant to share information,ask them questions like - if we took price out of the equation, would you have signed the deal? 🌟Also, ask for feedback on what was right about your deal 🌟Taking feedback from "won" customers also gives you clues about what went right/ wrong in that deal 🌟Make a best practices guide based on deals won/ lost and refer to it before every closure 🌟Reframe lost deals as opportunities to learn instead of failures 🌟Winning & losing is all part of the game. What is important is that you played your best game

Buscar retroalimentación es fundamental para aprender de las llamadas de ventas fallidas. Comparte los detalles con un colega o mentor y solicita su opinión sincera. Pueden notar aspectos que pasaste por alto o sugerir enfoques alternativos. La retroalimentación no se trata de asignar culpa, sino de mejorar tus habilidades de ventas. Acepta la crítica constructiva, ya que es donde generalmente ocurre el mayor crecimiento. Por ejemplo, si durante la llamada no lograste establecer una conexión emocional con el cliente, podrías pedir retroalimentación sobre cómo mejorar tu habilidad para generar rapport en futuras interacciones.

If possible, seek feedback from the prospect or from a sales coach. This feedback can be invaluable in helping you identify areas for improvement. When seeking feedback, be sure to ask specific questions about what you could have done differently.

One of my favorite quotes “In the land of the blind, the man with one eye is king.” - Desiderius Erasmus Being able to find someone non-biased and with a greater experience on the situation, is optimal when seeking feedback. Be careful when accepting feedback or advice from colleges, they themselves could be having a difficult time. Misery loves company and the last thing needed is for the situation to turn negative.

Procura compreender o motivo que o cliente não fechou. Deixe ele a vontade para te nortear aonde foi o erro ou aonde o processo deixou a desejar para a venda ser efetuada.

Analizar patrones en tus llamadas de ventas fallidas es esencial para identificar áreas de mejora específicas. Observa si hay objeciones comunes con las que tienes dificultades o si hay etapas particulares de la llamada donde pierdes impulso. Reconocer estos patrones te ayuda a enfocarte en áreas específicas para mejorar. Por ejemplo, si siempre enfrentas resistencia en la etapa de fijación de precios, podrías necesitar refinar cómo comunicas el valor de tu oferta. Identificar problemas recurrentes es un paso crítico para desarrollar estrategias dirigidas a superarlos.

Once you've reflected on the call and sought feedback, look for patterns in your unsuccessful sales calls. Are there any common mistakes you're making? Once you identify these patterns, you can start to develop strategies to avoid them in the future.

When familiar with common objections or roadblocks in your sales conversations, take time to revisit those specific call segments. Listen closely to the prospect’s objections, your responses, and their follow-up reactions. Develop new strategies or talk tracks to address these points more effectively. Discuss these patterns with a successful manager or a top-performing colleague to refine your approach. Share your current handling techniques and future proposals to get feedback. This preparation ensures you ask the right questions when seeking help, equipping you to overcome similar challenges in future sales calls. This methodical review and adaptation process helps turn past setbacks into learning opportunities.

When all else fails follow the process. If you don’t have a process seek out someone who does. Make sure that process is proven and is effective for the majority of clients or customers. By simply going back to, studying the basics of the process. One can avoid bad patterns forming.

Una vez identificadas las áreas que no funcionan, es crucial adaptar tus estrategias. Experimenta con enfoques diferentes en las partes de la llamada que resultaron desafiantes. Si tu introducción no captura el interés, prueba con un nuevo anzuelo. Si tu cierre no es convincente, trabaja en construir un argumento más sólido durante toda la conversación. Ajustar tus tácticas es un proceso de prueba y error, pero cada ajuste te permite perfeccionar tus habilidades y aumentar tus posibilidades de éxito futuro. Por ejemplo, si descubres que tu cierre de venta no está generando compromiso, podrías probar con diferentes técnicas de cierre, como ofrecer una prueba gratuita o una garantía de satisfacción para motivar al cliente a tomar acción.

Based on your learnings from unsuccessful sales calls, adapt your sales strategies. For example, you may need to change your approach to qualifying leads, or you may need to develop new messaging to better communicate the value of your product or service.

So true. Before trying your new strategies out on a potential client or customer. Practice your strategies and roll-play with a co-worker. Or your roommate, spouse or one of your kids at home. This will allow for tweaks and adjustments to be made, before trying a new strategy out on someone or some other business who’s considering doing business with you or your company.

Use algumas estratégias diferentes,e veja quais funcionam melhor. As vezes tu fugir do padrão é o que acaba dando certo. Experimente,use gatilhos diferentes,sinta a vibração de cada cliente.

Mientras te concentras en lo que salió mal, es importante reconocer lo que hiciste bien. Siempre hay aspectos positivos, incluso en llamadas sin éxito. Tal vez estableciste una buena relación o explicaste claramente un producto complejo. Reforzar estos comportamientos positivos garantiza que se conviertan en parte consistente de tu enfoque de ventas. Celebra estas pequeñas victorias; son la base sobre la cual puedes construir mejores técnicas de ventas. Por ejemplo, si recibiste elogios del cliente por tu paciencia al explicar los detalles de tu servicio, asegúrate de reconocer y reforzar ese comportamiento para mejorar tu enfoque de ventas en el futuro.

It’s a great feeling when the plan works out. Small victories are still victories and they add up. One can actually follow the victories down the path of the sales process and notice where the victory stops is the exact area that needs improvement.

Sales is a skill that takes practice to perfect. The more you practice, the better you'll become at handling objections and closing deals. Don't let unsuccessful sales calls discourage you. Instead, use them as an opportunity to learn and grow.

A prática é o caminho. Quanto mais se põe em prática as táticas,mais conseguimos ver o que dá certo. Quanto mais prática,mais controle é mais argumento.

The best way is to record calls and have your manager and other share feedback on what you can do better next time. I think recording of calls isn't done enough and that can have a tremendous upside to improving the call success for reps. Recording can be shared for training reps, fixing sales scripts and strategies and even improving marketing messages.

Recognize that you are going to be far more critical than the caller will be. Just relax and consider how well you 1. Established Rapport 2. Conveyed Empathy 3. Exuded Enthusiasm 4. Asked the right questions in the right way at the right time and 5. Employed effective listening technique to understand the prospects needs.

Las ventas fallidas, son aquellas que surgen de un vendedor sin conexión, a que me refiero con esto. No existen ventas fallidas, existen vendedores sin escucha activa para escuchar las necesidades de un comprador, que pueden ser o no un producto o servicio específico, quizás por el cual llego al vendedor. El vendedor que escucha y se adapta a explorar sobre las necesidades de su cliente, cierra ventas.

1. Credibility: Prepare well and plan for great execution of the sales call. 2. Reliability: Do what you prepared and planed for. Do NOT deviate. 3. Feedback: Do SWOT analasy on your 1. and 2. Pivot from your results and do slightly better next time. Eventually, you will push goals in the right direction (maybe a greatwork-life balance? Or somwthing else)