In our latest advice column for City AM, Debrett’s Academy director Rupert Wesson reveals how to sell successfully
Q: I work for a professional services company and my role involves tendering for new business. Despite going out with several pitches recently, my team has failed to win any new work this quarter. While we could blame Brexit fears, I worry our sales approach is letting us down. How can I ensure we sell more effectively?
The first thing to do is to find out where you have been going wrong, and the best way of doing this is to ask the people who decided not to buy from you. Most will be very happy to provide feedback, and you should interpret this feedback not as criticism but as help.
It is also important to review your pitching technique with your team at every stage of the process, including immediately after delivering the pitch and a week or so later once you know the outcome. These reviews should be open and honest, leading to actions that will improve your team’s performance.