Posted on March 10, 2025

We've all been there. You finish a sales call, whether it's a phone conversation or an in-person pitch, and you're left wondering: "What just happened?" Did you nail it? Did you miss a crucial point? Did you even speak the same language as the prospect?

Instead of the usual post-mortem, where you replay the conversation from start to finish, let's try something different. Let's analyze your sales process in reverse.

Why Reverse Engineering Your Sales?

Traditionally, we map out our sales process linearly: approach, discovery, presentation, handling objections, and close. But starting from the end forces you to confront the outcome first. It reveals:

• The true impact of your close: Was it natural? Did it feel forced? Did you even get to a close?
• The effectiveness of your objection handling: Were the objections genuine, or did they stem from earlier missteps?
• The clarity of your presentation: Did your presentation directly address the prospect's needs, or was it a generic pitch?
• The quality of your discovery: Did you truly understand the prospect's pain points, or were you operating on assumptions?
• The strength of your initial approach: Did you establish rapport and build trust, or did you come across as pushy?

Let's Dive In: The Reverse Analysis

Imagine a recent sales call. Start with the final moment:

1. The Close (Or Lack Thereof):

• Did you secure the deal? If yes, what specific words or actions led to the "yes"? If no, why not? What was the final objection or hesitation?
• Was the close natural or forced? Did it flow seamlessly from the conversation, or did it feel like a sudden, awkward shift?
• Did you clearly define the next steps? Even if the sale wasn't made, did you leave the prospect with a clear understanding of what comes next?

Interesting things to think about:

• Did you give the prospect a clear and concise reason to move forward?
• Did you ask for the sale directly, or did you rely on vague suggestions?
• Did you handle any last minute objections effectively?

2. Handling Objections:

• What were the primary objections? 
• Were they based on price, timing, features, or something else entirely?
• Did you address the objections effectively? Did you listen actively, empathize, and provide relevant solutions?
• Did the objections reveal any gaps in your understanding of the prospect's needs?

Interesting things to think about:

• Were the objections predictable? Could you have anticipated and addressed them earlier?
• Did you ask clarifying questions to truly understand the root of the objection?
• Did you stay calm and professional, even when faced with challenging objections?

3. The Presentation:

• Did your presentation directly address the prospect's pain points? Or was it a generic overview of your product or service?
• Did you use compelling visuals and storytelling? Did you engage the prospect and keep their attention?
• Did you focus on the benefits, not just the features? Did you clearly explain how your solution would solve the prospect's problems?

Interesting things to think about:

• Did you tailor your presentation to the specific needs of the prospect?
• Did you use language that resonated with the prospect's industry and role?
• Did you ask for feedback throughout the presentation to ensure understanding?

4. The Discovery:

• Did you ask the right questions? Did you uncover the prospect's true needs, challenges, and goals?
• Did you listen actively and attentively? Did you demonstrate genuine interest in the prospect's situation?
• Did you establish rapport and build trust? Did you create a comfortable and open environment for conversation?

Interesting things to think about:

• Did you focus on open-ended questions that encouraged the prospect to share information?
• Did you avoid making assumptions and instead rely on clarifying questions?
• Did you demonstrate empathy and understanding of the prospect's challenges?

5. The Approach:

• Did you make a strong first impression? Did you come across as professional, confident, and knowledgeable?
• Did you establish a clear purpose for the conversation? Did you set the stage for a productive discussion?
• Did you build rapport and establish trust? Did you create a connection with the prospect?

Interesting things to think about:

• Did you research the prospect and their company before the call?
• Did you personalize your approach based on the prospect's background and needs?
• Did you start the conversation with a relevant and engaging question or statement?

The Takeaway:

By analyzing your sales process in reverse, you gain a fresh perspective on your strengths and weaknesses. You can identify areas for improvement and refine your approach for future sales calls.

 This method can also help you identify what parts of your sales process are extremely effective.

Don't be afraid to experiment with this approach. It might just be the key to unlocking your sales potential.