Appointment Debriefing
Your best sales tool may be your “Lost Opportunities Binder,” either hard copy or electronic.
If your need to be right is greater than your desire to succeed there is no hope for you to increase sales.
After each sales call, pretend you are in the witness chair being grilled by the most successful attorney of the day.
You may have been “right on” in your facts. You may have found the need. (That is only important if the buyer sees it the same way you do.) But, how were your communication skills in making your points? Did the buyer perceive you were there to help or earn a commission?
Do you fit into a stereotype in your buyer’s eyes?
With respect to our friends in these businesses:
Attorney – greedy
CPA – no sense of humor
Post office – poor service (but improving)
Doctor – wait, wait, and wait
Invest time to debrief each lost sale and you will find sales shooting up in the future.
Here is what to record:
- Presentation date:
- Prospect:
- What I presented:
- Which agency prospect hired:
- How much premium and revenue did I lose?
- What went wrong?
- What went right?
- What should I have done differently?
- What is most important lesson I learned?
- What didn’t I control I should have?
- Did prospect just want a quote to feel good?
- Did prospect understand what I presented?
- Could buyer see difference between others and me?
- Did I talk or listen more?
- Did I truly present to decision makers?
- Should I have walked away?
- Did I miss a Broker of Record opportunity instead of “quoting?”
Continue to review your “Lost Opportunities Binder.” It is the roadmap to success.
As Thomas Edison said, “If you’re not succeeding at the rate you want, just increase your rate of failure.”