What Was The Latest Communication With The Customer?

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The larger the price tag, the more risk there is. Managers wonder, “Will this decision deliver the needed ROI?”

Is Procurement Involved?
Second, is procurement involved and what are their needs before they’re ready to say yes? Do we need to sign their contract which is a part of their criteria for doing business?

I have seen many deals derailed near the end of the sales cycle when the customer announces that everything is fine and now, we need to get procurement involved. Well, that can add another three months to closing the deal. Procurement doesn’t need your solution.

What they need is to follow their way of measuring their success, which is getting the best discount possible and having the vendor sign their terms and conditions. This can lead to a huge delay. The salesperson needs to ask if procurement or purchasing will be involved in the decision.

Do We Know All Of The Decision Makers?
Third, how many sales calls have been made with that cayman islands telegram data customer and do we know all the decisions makers? I once worked with one decision maker and met with that person once every two to three weeks.

In the SPIN selling approach by Neill Rackham, he mentions that every successful sales cycle needs to have sales calls that end with an advance and not a continuation.

An advance moves the sale forward. It includes gaining another level of commitment, meeting another decision maker, and moving the sales forward.

You want to see that they are involved, which is a good sign of their level of commitment. My contact, the Vice President of Information Technology never showed me those signs. After meeting for about three months, he left the company.

The opportunity I was working on was dead. I had no other contacts inside of the account and when I tried to approach his replacement, she wasn’t interested in meeting.

She had her own preferred suppliers and biases on who she wanted to work with. The key is to meet as many decision makers as possible who would be willing to champion your solution.