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The same techniques used to quality assure and analyse successful sales can also be applied to prospects that have not been successfully converted to discover why the sale failed.
Many would argue this is even more important than analysing successful sales as it will clearly identify weaknesses within a sales team that can be addressed to improve sales.
Interestingly we often discover a ‘failed sale’ is actually one that has not been completed and will always refer these people back to the client so that the sale can be completed.
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