The Call Debrief

One of the greatest tools I have in my bag of sales techniques is my post call debrief. I find that the minute I am done with a sales call, before I go anywhere, I ask myself these questions and write down the HONEST answers on a piece of paper.

1. What could I have done better on this call?
2. What did I do well on this call?
3. What question should I have asked?
4. Why didn’t I ask it? Was it conceptual or technical? In other words, did I know the question but didn’t feel comfortable asking it? Or did I just not think of it at the time?
5. What question should I have reversed? In other words, find out why they asked a certain question.

Try doing that for 30 days, and let me know if you didn’t improve.

Email me at tom@salesmadeeasy.com