Don’t assume that getting a top executive on board means that you’ve closed the deal.
Suppose you’re selling software and have just met with a top executive of a mid-sized firm.
You’ve confirmed that they’ve got a need for your solution.
After a detailed discussion, the executive says: “Let’s make this happen.”
Time to celebrate, right? Well, not really.
While you may have convinced one decision-maker that you’ve got the right solution, you are a long way from closing the deal.
In complex sales situations, you have no idea whether a deal is real or not until you have answers to the following questions:
1. Who else has a stake in the decision?Continue Reading >>