The idea behind D.i.S.C. is to match or mirror the communication style of the person you’re talking with to make them more comfortable (and loosen their lips). This is just one of the ways you can mirror a person during a conversation. First you need to determine their communication style (and know yours). According to …
Read moreLoosen Their Lips: Match their D.i.S.C. Communication Style
I am reading Jacinda Ardern’s recently published book, A Different Kind of Power. At the start of her term as New Zealand’s 40th Prime Minister, she was asked what she’d do differently. In essence, she said she was going to lead from a place of kindness which in fact she did. I wish we had …
There are not enough listening ears. That’s been an issue for years as people have become more embedded into the quiet, digital space. In the COVID-19 environment, businesses are anxious to learn what they should be doing next. Business as usual isn’t, these days, and is not likely to return to the way it was …
We answer 3 Win Loss analysis questions: What percent of Win Loss analysis interviews are blind versus not-blind? Do you have a horror story to share about a Win Loss interview that went badly? Do you have tips on how to deal with this? You mentioned that you use a decision tree approach to developing the Win Loss questions. How do you prepare them? Do you share with the sales force to validate it?
Check out this blog to listen to and see the slides from my book, “Win/Loss Analysis: How to Capture and Keep the Business You Want.” Also included is the Amazon page to order your copy of the book. Captured here are 5 Q and A from the webinar: What internal group supports Win/Loss analysis? What are some best practices to break through internal company resistance to Win/Loss analysis? When is the best time to conduct Win/Loss interviews? Due to the sensitivity of Win/Loss analysis, is it better to hire a third party?
While Win Loss is a relationship business, like all business processes, it continues to evolve. What are your best practices in there two areas: Monetary Compensation to those you interview for a win or loss AND Recording Win Loss Interviews. Please share with me in the comments section of this blog or email me at ellen at thebisource.com.
I have had the pleasure of interviewing two impressive Directors of Win Loss programs. Both work for large companies that have done win loss analysis for a long while. Both emphasized the importance of company culture in how they set up their win loss programs; how they conduct win loss interviews—both internally and with customers—and how they write up the win loss analysis.
Win Loss is a Cooperative Relationship Business: You need to treat people the way they like to be treated throughout the process. It starts with soliciting feedback for the win loss questions from multiple people in relevant departments such as sales, marketing, product management, PR and executives. The next touch point is the internal interviews you conduct before reaching out to customers. With the customer, you want to engage early and frequently throughout the sales process. Remember that the recommendations you make at the conclusion of your win loss report can impact people’s jobs. Be sensitive to company politics and face saving in your loss reports.
The win loss analysis question I get asked the most often is: “Can you share your win loss templates?” I break down win loss questions into 4 buckets: relationship health; company reputation; product/service attributes and servicing issues.
I thought that you would only gain benefit if you conducted win/loss interviews quarterly, but I found out that you can learn so much, even from 20-25 interviews. I hope to share this skill in my book so small and mid-size companies can take advantage of what they can learn from more in-depth interviews with customers and prospects a couple of months after the sales event.