What could stop them?

No sales opportunity is considered in a vacuum and other factors can impact the close date.

Things change. The world is constantly changing and your deal could be affected or influenced by any one of hundreds of things. Occasionally these changes can accelerate the need for your product but often they are negative things that could stop them from concluding business.

Some of these are huge. If their office building burned down tomorrow or they had a massive data breach or the entire decision-making team you are dealing with up and left to join a competitor that would have a massive influence that could stop the deal from happening.

Other priorities can get in the way to cause a deal to slip. Then the prospects can get comfortable with not having your solution.

Also, the effort required to change can prevent them from doing business. Stopping can either mean the project stops completely or stop them from signing now.

“Unknown unknowns” are things we really can’t control, but we need to watch here for things that we can reasonably control or manage and make sure that they don’t stop the prospect from signing the deal.

Amplifying Factors: Why Now? Champion  Decision Maker

Further reading :

5 Reasons Why You Are Not Closing the Sale

7 Reasons Salespeople Don’t Close the Deal

9 techniques to close a deal, even with the most complex customers

RED – lack of commitment to close

This implies low priority or insufficient value perceived in the solution. We qualify with the prospect to determine whether the gap lies and adjust your proposition for appropriate to address concerns.

AMBER – Insufficient value-add to make it essential.

We are stuck in the “want” place and need to move to the “need” place. Metrics in particular will help to justify the return on investment or qualify out the opportunity if insufficient value or time to value will come from your offer.

Green – Nothing could stop them.

Probably an exaggeration as a macro event could occur suddenly without warning, but provided you’re comfortable that all the indications are that nothing could get in the way you’re in a good place.

Mitigations – What to Do?

Perceived risk is likely to be at play here. The benefit of purchasing your solution, the risk in doing so, its position on the priority list of your prospect, and their belief that your solution will address these are the root concerns that could stop them from signing. Hopefully, you’ve been thinking about this already and you need to have an honest conversation, first with yourself is whether you believe your solution is the right one for them and make sure you articulate that to the Prospect so that they understand your belief in the solution for their problems.

How do we change the balance between trust and risk? 100% trust and zero risk doesn’t exist. So you need to make sure that you de-risk the controllables and mitigate the uncontrollables. Work with the Prospect to make sure he or she has all of the necessary proof and make sure that there’s nothing that you’ve left behind in that regard.

Make sure there’s nothing then asked you for along the way that can prevent them from signing. A common example is a decision-maker asked to speak to an existing happy customer and you forgot to provide this. So if your champion asked the decision-maker for a decision they may raise this again, which can stop them from signing at this time.

Simple things can also get in the way that could stop them. The decision-maker on vacation for example could stop them from signing a particular point, so watch out for factors like that.

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