Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

CHAPTER 26

Postcall Activities

Spanish philosopher and poet George Santayana wrote, “Those who cannot remember the past are condemned to repeat it.” Pity those who fail to learn from their successes or failures.

You planned and executed a value-added sales call. Now it’s time to enter the third and final phase of the tactical side of Value-Added Selling: postcall analysis and follow-up. Our friend, a retired U.S. Air Force officer and pilot, told us that the U.S. Air Force discovered 50 percent of what pilots learned came from postflight debriefings. The rest came from preflight (30 percent) and in-flight learning (20 percent). The U.S. Army has a similar process called the after-action review. Salespeople can benefit from this review as well. ...