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.”
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?”0