7 Questions
Which step in the sales process do reps often overlook when trying to win back a lost deal?
Re-qualifying effectively
What is the importance of having a qualified champion in the deal when trying to win back a lost opportunity?
It significantly decreases the chances of successfully re-qualifying the lost opportunity
What should reps focus on when reactivating the conversation with a lost opportunity?
Reconfirming the customer's problem or challenge
Which type of questions should you start with to uncover the current state of the problem or challenge?
Situation questions
What is the importance of quantifying the problem and understanding the cost of inaction?
To establish the value and urgency of your solution
Why is it crucial to uncover why the previous attempt ended in a closed-lost conversation?
To avoid repeating history
What is the key factor that helped in successfully closing the deal with the lawyer in the given scenario?
Highlighting the relevance of H1B visas for the new hires
Master the Art of Winning Back Lost Deals: Test Your Skills in the Re-qualification Process
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
