Deals now are better than deals later. You would prefer to win now than four months from now. Better results now are better than results later. This is true for your dream clients, too. They would prefer their challenges be dispatched sooner rather than some time in the future, and their opportunities realized earlier.
Source: The Sales Blog, July 30, 2019. Link.
- Stop speeding through the process
- Give up the one call close
- Stop believing you can win deals over email
- Don’t go through the process with a single stakeholder
INSIGHTS: Always ask, “Other than me, who else is involved in the decision-making process?”