7 Steps to Close Deals That Are Stuck in a Rut
By Alistair McQuade
1. Don’t hassle them. You could lose the deal by irritating
them. You do need to be persistent but use
the steps below to figure out where the problem is and act
swiftly to unlock the deal
Image by Shutterbug Fotos
2. Where they are in the purchasing process?
Changes over Time
Recognition of Need
Evaluation of Options
Resolution of Concerns
Decision
Implementation
3. Understand what the ‘Concerns’ are and work with the
client to resolve them. Ideally you
should be anticipating the
concerns earlier in the sales process,
so they don’t block the deal later on.
4. Align all of the stakeholders.
Ascertain their influence over the deal and their position in relation
to your solution.
5. Ensure the competition do not steal your deal
6. Give your client multiple options to consider. Be careful here as multiple options can cause
procrastination.
7. Look for a win-win when the negotiation starts. A side effect of effective negotiations is that the negotiation goes more quickly. Look for a win on both sides - the deal will close more quickly and you’ll get a better result.
Conclusion
• When your deal is stuck in a rut and not moving there are seven things you can do to make sure you keep the process moving forward.
• Don’t just increase the number of calls you make, take a good look at what you’ve done so far and use these seven steps to unlock it.
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7 Steps to Close Deals That Are Stuck in a Rut
By Alistair McQuade
