Denise Griffitts and Ben Gay III The Closers Inner Circle Podcast

Salespeople often overlook the importance of gathering feedback from customers who chose not to buy. By neglecting to ask about their reasons for not purchasing, valuable information is left untapped. In this episode we explore the mistakes salespeople make by not asking customers why they didn't buy and highlight the benefits of accessing this crucial source of insight. (Go to page 189 of The Closers Part 2)

1. Assumptions without insights:

Salespeople often assume they know why a customer didn't buy without asking for their feedback. This leads to misguided conclusions and ineffective sales strategies. Direct feedback is vital for understanding customers' decision-making process and avoiding repeated mistakes.

2. Understanding customer objections:

Without asking customers why they didn't buy, salespeople miss the chance to identify and address objections effectively. Understanding these objections enables salespeople to tailor their approach, provide better solutions, and increase their chances of closing future deals.

3. Lost opportunities for improvement:

Feedback from non-buying customers offers valuable insights for improving products or services. It helps identify market gaps, unmet customer needs, and areas where offerings fall short. Neglecting this feedback limits opportunities for innovation and growth.

4. Strengthening customer relationships:

Engaging with customers who didn't purchase demonstrates a commitment to understanding their needs. Asking for feedback strengthens relationships, fosters trust, and increases the likelihood of future engagements. Valued customers are more likely to become advocates and consider purchasing in the future.

Buy The Closers Pt 1 and 2 here.