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Win/loss interview guide
Ask buyers the questions that explain the decision, take notes as you go and spot the patterns across every deal.
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Made with the free Win/Loss Interview Guide from Closewell Studio · closewellstudio.com/resources
How to use it
- 01Ask for the interview within a few weeks of the decision.
- 02Have someone other than the rep run it.
- 03Pick about ten questions and keep it to 20 minutes.
- 04Tag every answer as you go.
- 05Check the patterns view every quarter.
Questions
Will buyers agree to talk?
Many will, especially when you're clear you're there to learn and won't reopen the deal.
Should we interview on wins too?
Yes. Wins show you what to keep doing.
Who should run the interview?
Someone outside the deal team. Buyers speak more freely to them.
Related reading
- Win/loss analysis and the document that decided it
- Losing deals to no decision
- Sales proposal mistakes that cost big deals
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