Here's how you can use feedback from unsuccessful sales to enhance your IT Sales performance.

When I first started selling, there was no CRM tools, not much marketing and Al Gore had not yet found the internet, so cold calling was my key activity, and presenting…a lot. Because it was a numbers game to open the doors I needed 16 Nos or hang ups before my yes. I needed to present 3 times at first to win once, until I got better. I know technology is better, but the foundation of the sale, and the expectation of rejection is real. There is only winning and learning. And you must embrace both as critical components to your success!

Embracing failure is indeed a vital part of the IT sales process. When a deal doesn't go through, viewing it as a growth opportunity rather than a setback is key. Actively seek feedback from prospects to understand their reasons for not purchasing—whether it's pricing, product features, or other factors. Identifying recurring themes in feedback allows you to pinpoint areas for improvement, be it in your pitch, product offering, or objection handling. This self-awareness is fundamental for enhancing your sales performance and turning setbacks into valuable lessons for future success.

Leveraging feedback from unsuccessful sales is crucial for enhancing IT sales performance. Start by thoroughly analyzing the feedback to identify common themes or specific issues. Determine if there were gaps in product knowledge, misalignment with customer needs, or communication challenges. Use this information to refine your sales pitch and tailor it more closely to customer pain points. Enhance your product knowledge and stay updated on industry trends to address objections more effectively. Implement role-playing exercises to improve your handling of objections and closing techniques. Continuously seek feedback and make iterative improvements, turning each unsuccessful sale into a learning opportunity for future success.

I use them to refine customer journey maps, addressing pain points and enhancing engagement strategies for a smoother, more appealing sales process. Also, I like to hold collaborative sessions with the team to dissect unsuccessful sales, identifying patterns and areas for improvement, turning failures into learning opportunities.

When a deal "falls through" its not failure as we have endless reasons why it did. I don't believe failure is a tangible outcome in selling, rather its simply not a win. Stay positive.

Many of us do not want to dwell on unsuccessful sales, we want to move on to the next prospect to fulfill our quota. But to take time to analyse and review the engagement in an objective manner, is the opportunity to learn and improve. Take that opportunity and be open.

Pay close attention to specific comments about the IT solutions you offered. Were there features prospects felt were missing? Did they find the product too complex? Understanding these nuances allows you to tailor future presentations and product development to better meet customer needs. Moreover, this analysis can guide your training efforts, ensuring your sales team is well-equipped to proactively address potential concerns. This systematic approach transforms setbacks into actionable insights, driving continuous improvement in your sales performance.

One thing I found helpful is to be flexible enough to recognize that your initial approach may not just be slightly off, but completely wrong. Your willingness to adapt demonstrates maturity and wisdom. Boxing lingo has this right…bob and weave, duck and roll. Your pitch will never be perfect. Get in the game and test and modify.

Ensure you clearly communicate the value proposition and address common misconceptions. Simplify technical jargon to resonate with decision-makers who may not have deep technical backgrounds. A pitch that is both informative and easy to digest can significantly improve your chances of closing future deals. Continuously honing your message based on feedback ensures it remains relevant and compelling, ultimately boosting your sales success.

I find making a pitch conversational helps with engagement, provides a pulse throughout to see if your hitting the mark and can potentially create connection to find common ground.

A simplified pitch is the most important sales tool. Buyers do not have the same amount of time the sales person does to listen or read long winded "selling points". Keep it simple and be very generous with your time in offering to provide additional information and answer questions.

A couple of things we can take care of: Refining the pitch or offer is very important. If the customer has specific requirements regarding the product or services, then a single, well-crafted pitch can persuade them to choose your product. Additionally, we can improve our lead generation stage. Asking deep probing questions and handling objections in a way that provides the customer with complete clarity about their decision can ultimately increase our conversion rate.” Let me know if you’d like further revisions.

Building relationships is key in sales, even after a deal falls through. Use feedback from failed sales to foster connections with potential clients. Even if they didn't buy this time, maintaining contact can lead to future opportunities. Show you value their feedback by informing them of changes made based on their input. This builds trust and demonstrates your commitment to customer satisfaction. By nurturing these relationships, you create a network of potential clients who may become customers or refer others to your business in the long term. Consistent engagement can turn past rejections into future successes.

Building quality relationships foster quality referrals. Be Friends and Business Partners. Get personal, learn about your client, remind them that you are paying attention to their needs and not just waiting for a signature.