Conducting Failure Analysis Before The Failure

By Perry Rearick, Chief Editor, Follow Your Buyer

If there was a Nobel Prize category for sales, Nicholas Read would be a laureate.

Nic co-authored “Selling to the C-Suite”, a must read for anyone in the sales profession and he’s now working on “The Encyclopedia of Sales and Sales Management”. This will be a first-of-its-kind for the sales profession: a foundational text for the development of future training, standards, governance and automation.

Nic is a great advocate of conducting a failure analysis before the failure occurs. What does that mean?

For sales that means investigating the cause of failure and taking corrective action, before the “no”. What, how is that possible?

-Assume your prospect is going to say no or perhaps a current customer will not continue or renew.  

-Put yourself in their position and define the objection in their words.

-Begin corrective action now.

This may result in you delivering more value than is necessary, but is that so bad?

I hope you have a great week!