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Resources

WON’s Winning Questions

A Best Practice List for New Programs

When you began researching solutions, what problem were you trying to solve for your company?
What solutions did you consider?
Which solution did you choose?
What made that solution the best choice?
Did you have specific buying criteria?
Were there specific requirements or capabilities that you were looking for?
Did anything make you hesitate before buying?
What are the biggest strengths and weaknesses of the major competitors?
How did you first hear about the solution?
What went well during the sales process?
What could be improved?
How did you try to verify the sales claims?
How did your team react to the pricing?
How did prices compare with other vendors?
How would you describe the company in your own words?
Do you have any other feedback you’d like us to share with the team?

WON’s Guide to Booking More Win Loss Interviews

Explain the process.

Make it clear that the purpose of the interview is to collect feedback, not pitch your product.

Let your prospects know early in the sales process that you’ll be asking for a win loss interview, regardless of the outcome.

Send out an email to last month’s wins and last month’s losses. (WON can provide the email copy.) Try a morning send, early in the week.

Respect their time.

Offer an incentive, such as a $50 Amazon gift card.

If you are trying to book an interview with a highly paid executive, you may need to offer $100, or more.

If you are having trouble booking 30 minute interviews, try for 10 minutes.

If you have difficulty getting a senior executive to agree to an interview, try contacting a more junior member of the buying team.

Ask for the interview directly.

After a long sales cycle, many executives will be willing to provide feedback if you ask for it.

When your prospects share their final decision, ask for a win loss interview.

Use our custom calendar link to book a specific day and time.

Let WON help.

Need more? Let WON help you book interviews. Ask us for details and pricing.

Sample Win-Loss Interview Notes

Download our sample win-loss interview notes. Highlighted text is tagged and links to that segment of the video.

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