Deal analyses · Series ‘Knowing when.’
Qualification, objection, standstill – shown on one case.
01 · Structure
Type of deal, stage, roles at the table.
What was clarified – budget, decision path, urgency and competitors?
Were objections drawn out? And what was behind them?
Where did it go quiet, and which next step never came?
Observations on how it went. What was special, what was different, and was anything odd?
Which questions get us to the close?
02 · First analyses
Real qualification led the client to mention that the request was only meant to get a comparison quote, because they had already chosen a partner they had worked with before. But they had to obtain three quotes. The right qualification saved valuable time and so avoided costs.
The client didn't want to decide. All the facts were on the table, and still no decision came. He needed to be won over emotionally. Once that happened, he was able to give the ‘go’ for a multi-year project.
References were requested that simply couldn't be met. With the right arguments, other references were accepted in the end, and a significant private bank was won as a client.
Got a deal we could look at together?
Request a call →03 · Principle
We go straight to where the biggest levers are. Discussing real cases means working right where revenue is made.
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