You Crushed The Presentation – Now What?

You crushed the presentation. Now what?

What do we need to do to win this deal, stave off competitive threats and other variables and gotchas?

Some of this is embedded in your presentation. What can we proactively handle early on?

Who will be involved in this deal process? Who signs? Will the board need to review? Do they need to review legal documents early?

As in most things in #sales, it’s a probability game and you control the controllables.

What resources can you bring to bear? What unique differentiators should have the customer putting you ahead of any competitor who is poised to match or beat?

If you leave too much up to chance, or do not try to get in front of other stakeholders, you rely on this audience to do your job – to sell it internally.

Leave yourself room to operate, with a strong offer foot forward but ability to fall back.

The more you know about the people, milestones and timelines involved, the better you can control the flow of the deal and enhance probability.

Think about deals you’ve lost, what those gotcha moments were, and how you can proactively avoid them here!

#prospecting #digitalselling #salespeople #negotiation #selling #collaborate #seller #salesprocess