It's a pretty simple question: Why do we lose when we lose?

‍

Some of the most valuable information an organization can obtain is honest insight into why, after reviewing their offering, they weren’t selected.

‍

It is almost never because you were too expensive.

‍

Across industries, ask clients and reps why the deal didn’t go through; a majority of the time, they’ll identify cost as the primary driver. Remember that, intentional or not, this is not the real answer.

‍

Consider the following top reasons B2B clients cited for going elsewhere in one industry analysis:

‍

"I didn't like your company's rep."

"We felt pressured to go with a solution that we didn't understand."

"We gave a detailed budget for the year, and you ignored us. We're upset at your seeming disregard for our needs."

"You guys only seem to put attention around contract renewal time."

"We never felt like they bothered to understand our needs."

‍

Sound familiar?

Chances are, these are the same reasons you've opted not to do business with others in the recent past. Most of us would willingly pay significantly more for a partner we can trust.