Do you know why you won the business?

I have asked this question of my salespeople repeatedly and no one can give me a clear answer.   No one thinks to ask this easy, risk free question.

This is a question we should all ask every time we win a deal.  The reason may be different than what you think and you will find some revealing intel.  No one wants to tell you why you lost but everyone will want to give you good news.

I had a client tell me today they would take our service wherever they go so I asked the question…still waiting for the answer and will let you know when I hear.

Try it and keep this under your hat for the next opportunity.

Brick