【What if the smartest sales move is qualifying out?】
At the finish line, a deal can still turn into Closed Lost. One commenter’s smart sales habit is to qualify out deals early instead of viewing them through rose-colored glasses and spinning their wheels.
That means asking the champion: “What’s going to keep this from happening?” “Who still isn’t convinced?” “Is this a lower priority than we’re making it out to be?”
The key is not being afraid to invite bad news. If it is a real deal, the champion will sell you on why it makes sense for the business. If it is not, you can shake hands and walk away—knowing it may be worth revisiting in the next budget cycle.
#Sales
At the finish line, a deal can still turn into Closed Lost. One commenter’s smart sales habit is to qualify out deals early instead of viewing them through rose-colored glasses and spinning their wheels.
That means asking the champion: “What’s going to keep this from happening?” “Who still isn’t convinced?” “Is this a lower priority than we’re making it out to be?”
The key is not being afraid to invite bad news. If it is a real deal, the champion will sell you on why it makes sense for the business. If it is not, you can shake hands and walk away—knowing it may be worth revisiting in the next budget cycle.
#Sales