5 Steps to Debrief a Sales Call

Whether you win or not, every sales call leaves an emotional wake, whether it be positive or negative.

Your Little Voice will ask, “Could I have done better?  What should I have done differently?”

It’s confusing and emotionally draining, particularly when you walked away without the result you had expected.

Rather than rehashing the entire conversation looking for clues of your performance level, debrief with these five steps from Little Voice Mastery by Blair Singer:

  1. What happened?  (What worked? What didn’t work?)  Make efforts here to keep your emotions out of it. Consider where the prospect showed interest, and where their eyes glazed over—what was happening at that point?
  2. Why did it work / not work? Were you right on target, or off target in your research or presentation? Was the prospect distracted or having a challenging day?
  3. What did I learn? Here, you are looking for a pattern of behavior. Perhaps you are never quite as prepared as you’d like to be, or tend to dominate the conversation.
  4. What did I learn about myself? Be real—maybe you noticed your heart race and your hands start to sweat when it came time to talk money, and recognize the need to practice handling money questions or objections.
  5. What could I do differently next time? Advertising experts know that switching up one thing–changing one word or phrase–can make a huge difference in response. The same is true in sales. We are always refining.

As you become aware of the issues—positive or negative—know that this process is not about being right or wrong. You got the deal, or you didn’t get the deal, but either way, you learned something.

If your first reaction to “What did I learn about myself?” is “You’re an idiot!”, your response is “No, I’m not going to take that one on.” Keep going until you get to something that allows you to make a correction in your behavior.

That is Debriefing.

♦ ♦ ♦ ♦

This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

This entry was posted in Indecision, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, Uncategorized and tagged , , , , , , , , , . Bookmark the permalink.

One Response to 5 Steps to Debrief a Sales Call

  1. These debriefing questions are invaluable. Thanks Diane and Denise for introducing them to me. I often use these questions to debrief my whole day.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s