BRX Pro Tip: Why You Should Reverse Engineer a Successful Sale
Stone Payton: Welcome back to Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you, Lee, I’m accustomed to, I don’t know, kind of doing an autopsy and trying to think through why a sale didn’t work out. And I don’t know that I’ve ever really gone back and paid that much attention when we actually win the the business. But there’s some wisdom in taking a close look at that and how it unfolded, isn’t there?
Lee Kantor: Yeah, I think it’s so important to take the time when you have a successful sale, take the time as a team to kind of reverse engineer how that successful sale occurred. I think the best salespeople don’t just celebrate their wins, they dissect them. So reverse engineering a successful sale helps you kind of uncover exactly what clicked, so you can repeat and refine your winning formula next time. So you don’t want to be leaving success to chance. You want to make it as predictable as possible, and a great way to make it predictable is to kind of start, like you were saying, autopsy successful sales, not just failed sales opportunities.
Lee Kantor: So start with the closed deal and trace every step back to the first content. What outreach worked? What objections got handled smoothly? Which messages sparked interest? Write it all down like you’re, you know, a detective solving a case. You want to pinpoint the moments when the deal gained momentum, where the deal stalled a bit. Who were the critical influencers? What content or conversation turned the tide? That information is gold for replicating your success. So reverse engineering successful sales flips the good luck kind of, you know, serendipity into a smart, repeatable strategy that boosts your confidence and consistency and helps you close more deals down the road.
