1. Classify reasons for losing sales

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Reasons for lost sales can be broadly divided into external and internal factors. The starting point for analyzing lost sales is to understand which factor has the greater influence. At this time, you should also consider when the sale was lost. This is because the reasons may differ depending on when the sale was lost. Next, let's take a closer look at external and internal factors.

External factors
External factors are factors that are primarily caused by events hong-kong consumer email list outside the company. Examples include changes in the environment surrounding the client company, changes in priorities, trends in the overall industry to which the company being considered belongs, and even the intervention of competitors. These are factors outside the company's direct control, and understanding market and industry trends can help companies better understand why they lost a deal.

Internal factors
Internal factors are factors that mainly originate within the company. For example, these include personal factors such as problems with the salesperson's approach, the quality of the proposal, and issues with the sales process, as well as problems with the services or products provided. These problems can be improved by reviewing the company's internal analysis and actions.

2. Understand the detailed items of external factors
Once you have identified the main reasons for losing deals, you can dig deeper to see which issues are most important and which items are the main reasons for losing deals. In this phase, you will focus on the specific reasons and circumstances for losing deals and clarify which external factors have the greatest impact. Next, let's look at the main reasons for losing deals.

The reason lies in the environment surrounding the company
Changes in the internal environment of client companies are often the cause of losing a deal. Examples include changes in sales or performance, changes in the priority of the issues to be resolved, and transfers or retirements of staff members. For example, financial constraints may cause clients to put plans on hold, or changes in staff members may overturn prior agreements. It is important to detect these environmental changes in a timely manner and respond quickly to prevent losing a deal.