The client is seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want to wait…so you feel like the deal is stuck. How do you proceed? How do you get the deal moving again and closed?
What is the customer saying?
There are many ways to get a deal moving again…depends on what the “delay” is. Common causes…
- Seeking further internal approval
- Considering competitors solution
- Prioritizing internal (to the client) issues
- Others?
Now what do you do?
Take a step back and get CURIOUS…see if your client contacts can help you identify…
- How your solution is viewed internally
- What concerns, if any, do they have
- Who might be hesitating
- What you do not know about the decision process
Now get creative!
Your goal is to move this deal forward and get it closed…focus on the issue creating the delay and see what help you might need and adjustments you need to make.
Please DO NOT LOWER YOUR PRICE right away.
If you have some deals that are close, but feel stuck…contact a co-worker, a partner or feel free to contact me. We would all be happy to try to help!
Feel free to contact me directly for ideas and/or help on this or other topics!
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