Close Close

Life Health > Running Your Business > Prospecting

How to conduct a "pre"-mortem

Your article was successfully shared with the contacts you provided.

Want to know one of the smartest things you can do to win more sales? Try to figure out what might go wrong before a meeting. Rather than waiting until the game’s over to find out why you’ve lost, think about what could go wrong way ahead of time—when you can still make a difference.

When I think about the business I’ve lost over the past years, three main themes come to mind:

    • I overlooked some critical piece of information.
    • I wasn’t working with the right decision makers.
    • My prospect decided it was easier to stay with the status quo than make a change.

Knowing that these are my main areas of concern gives me the ability to think about them before I meet with my prospects. If I feel that I’m missing some vital info, I’ll stop and ask about it before I rush blindly forward with my pitch. If I’m concerned about my relationship with the entire decision team, I’ll focus on solving that before I make a big mistake. And I’ll continually check with my prospects to gauge their feelings regarding the case that I’ve made for my solution.

Losing sales I could have won makes me sad. That’s why examining what could possibly go wrong, before it goes wrong, helps me to win more sales. And that makes me very happy.

Sign up for The Lead and get a new tip in your inbox every day! More tips:

Jill Konrath is the author of SNAP Selling, Selling to Big Companies and Agile Selling. If you’re struggling to set up meetings, click here to get a free Prospecting Tool Kit.


© 2023 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.