One of the most interesting things about win loss interviews is that when you're conducting loss interviews, on average, you should be able to win back about 10% of the people to your company through the interview process itself.
So what do I mean by that? Well, in an interview if you're having good rapport and you're just getting feedback from somebody first of all it tends to loosen them up and tends to make them kind of open to your company in a way that the sales process kind of does the opposite.
It tends to kind of shut them down or make them a little bit offensive.
Secondarily, at the end of every interview, we recommend asking the question, first of all, specifically, are you open to using our product in the future?
Most people will kind of say yes to this, but secondarily, ask specifically what would need to occur for that to happen.
If you've had good rapport and a lot of open information has come out, you'll basically get kind of a road map for how to potentially close this person in the future, and you'll have a very good view of whether or not this is a potential win back deal. And you'll have a a kind of a mountain of data that the sales team does not have.
You can then package that up, send that over to the sales team. And as a company, this process can increase your win rate by up to 10, even 20% sometimes.
