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We all lose deals but when I lose a deal I want to at least get an education from it. I'm working on creating a lost deal report that my reps turn in whenever they lose a deal so we can look for patterns and areas we need to focus on improving. Does anyone use a report like this that you would be willing to share?
Thanks
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Might want to look into the book "From a Good Sales Call to a Great Sales Call" Featuring the "Breakthrough Win/Loss Analysis System by Richard M. Schroder. PART 1 STEP 1 -Discover the Benefits of Successfully Debriefing with Prospects.

It is exactly what you are looking for. Our company assigns reading for sales reps and this was one of the "Books of the Month" We ended up not getting anything out of this book because the company wasn't willing to follow through with the suggestions the book made but it directly addresses exactly what you are looking for.

It recommends that you get feedback from both won and lost deals and that it has to be someone other than the salesrep performing the interviews.
Old Glory, thanks for the info. It would be great to get a list of some of the other books you, our other p4pers have found helpul in our business.
Some of my favorites are:
How I raised my self from failure to success in selling. Bettger
Greatest Salesman in the World Mandino
How to sell anything to anybody Girard
How to master the art of selling Hopkins
There actually used to be a forum for this purpose here on P4P somewhere but it may be gone now.

The most applicable to this business that I have read include:
Selling to VITO - Parinello
Power Selling - Stephen Power
SPIN Sellng - Neil Rackham

No conversations about selling or sales mentors can be complete without including Zig Ziglar who passed away last week. There has been no single influence in my life greater than Zig Ziglar. I try to live by his immortal words, "You can get anything you want in life if you just help enough other people get what they want." He was a devout Christian and as such I know he is once again joined with his lovely red head in a much better place.

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