Closed lost deal analysis

Question

Hi Everyone,

I have been actively interviewing for a new role and cleared a few rounds. In my next round. I have been asked to do a closed-lost deal analysis.

Situation:

Closed Lost Deal Analysis: Share a deal that you worked on and lost. Walk us through the different stages of the deal with the timeline.

What is the best way to prepare for this? They probably want to know what I did well and where I messed up that cost me the deal. How do I answer this question?

I would appreciate my fellow war room members inputs. Thank you.

Accepted Answer

Best way to prepare is to think of an example that shows you can learn from your mistakes.

Answer

Deconstruct a deal where you ran a great cycle, but can identify what went wrong.

Answer

Blame management for the meltdown first. Then blame the prospect. 👍

Answer

Find a deal where you felt you built good rapport and completed a lot of impressive steps but there was a clear reason that you couldn't get over the hump. Then you can flex your ability to navigate a sales cycle and the ability to pinpoint where things went wrong

Answer

Show where in the deal you believe it was lost, why it was lost, and what you have implemented since then to not lose deals in the same manner

Answer

Whatever example you use, have a follow-up story to share about how you learned and applied those learnings to win.

Answer

You have great comments, just make sure you have more than 1 story

Answer

Give short simple facts of the process, what happened, and don't forget the emphasis of your follow up after the loss. Show that you don't give up.

Answer

Take some accountability for the loss and what you learned to do different in the future because of it. Don't just play the blame game.

Answer

Example; my champion was a previous buyer that had great experience. I leaned too hard on the past relationship and stayed single threaded. I knew better despite the past relationship with the champion, that turned out not having the same influence as they did in their last org. Breaking it out a timeline, common thing that happens. We all get sloppy at times.

saleslearner

Closed lost deal analysis

15 comments

saleslearner

Closed lost deal analysis

15 comments

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