Chapter 4

Did I lose on price, or something harder to admit?

Tôi thua vì giá, hay vì điều mình không muốn nhận?

The chapter's question

Why did my latest lost deal really lose?

Big idea

The loss reason recorded in the system is usually the easiest one to record, not the real one.

In this chapter

  1. Part 4.1

    Asking Who Won

    What do I ask a customer after they chose someone else?

  2. Part 4.2

    Recorded and Real Reasons

    Am I recording everything as lost on price?

  3. Part 4.3

    Where You Lost Them

    Looking back, at which meeting did I lose them?

  4. Part 4.4

    Your Last Three Losses

    What do those three deals have in common?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of When They Say No is free to read right here.

Read in Conan School

Chapters of When They Say No

  1. 1.Is an objection a wall, or a map?
  2. 2.Is silence a no, or a question nobody asked?
  3. 3.What harm do dead deals in my pipeline do?
  4. 4.Did I lose on price, or something harder to admit?
  5. 5.Does no today mean no forever?