We’ve all been there…it is the end of the year and the deal you were counting on to make your numbers fell through. You cannot always avoid such disappointments, but here is a checklist that can help.
- Buying Process. Know every step of your customer’s buying process. Do you know where legal and procurement fit in? Do you have all the key players in the room at the signing?
- Objections. Might there be last-minute objections? Anticipate them and address them before you are smack up against a deadline.
- Value-Add. Have you applied your value selling training? Make sure your inside spokesperson understands and can articulate your value proposition. Avoid price pressure by being sure you have effectively differentiated your solution and your buyer fully appreciates its value.
- Negotiations. Be prepared for intentional delays as part of the negotiation process. Some buyers have learned that there are discounts to be awarded if they put the brakes on the deal just prior to signing. Stand firm. Show no desperation. They are just hoping for better pricing because it has worked in the past.
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