1 · QualificationIs this deal worth it?
Qualifying a deal: is the next proposal worth it?
An enquiry feels like an opportunity. Whether it is one is decided before the proposal. These questions tell you, without interrogating the client.Needs analysis in sales: the questions that matter
Most needs analyses are presentations with question marks. The client says what they need, and you hear what you want to sell. How to find out what really matters to them.Writing a proposal: what belongs in a good one
A proposal rarely decides a deal. It confirms what was settled in the conversation. How to build it so the client can say yes.2 · ObjectionWhat does the client really mean?
«Too expensive»: what the price objection really means
The client says «too expensive», and the reflex is a discount. Yet it is rarely just about money. How to find out what it is really about, and hold your price.Objection handling: examples for the most common objections
Objections are not rejections, but questions the client does not ask. Five of them come up again and again in B2B sales. What usually lies behind them and how to respond.Price negotiation: negotiating without giving in on price
The client wants to talk about price. That is usually a good sign: they want to buy. How to negotiate without giving away margin and without straining the relationship.3 · StallWhy isn't it moving forward?
Following up on a proposal when the client goes quiet
The proposal is out, the meeting went well. Since then: silence. How to follow up without begging, and how to prevent the silence next time.Closing a deal: how to get to yes without pressure
Everything is settled, the client is convinced, and still the yes is missing. Closing rarely fails on the last sentence. How to bring a deal to a close without pressure.
A deal has stalled? Bring it along.
20 minutes, specific and free. We look at what will trigger the next step.