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How often are your deals derailed by the unexpected?

A prospect says, “We need to run this by legal” or “Technically, procurement has the final sign-off.”

When faced with surprises, many salespeople blame the prospect. I qualified them. I asked questions. They don’t have their shit together.

But if you’re caught off-guard by legal or procurement, you didn’t do your homework. You didn’t ask the right questions. You didn’t go for the virtual close.

After you’ve qualified a prospect, this should be one of the first questions you ask:

“What will it take for you to become a customer?”

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Posted by Colin Burns

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