An opportunity that should have been

[rifat28dddd]

Top performers quickly identify and deal with disruptive emotions like fear, uncertainty, doubt, eagerness, and attachment. They have the presence of mind to suppress these disruptive emotions before they bear debilitating results.

Qualification
The only deals that ever reach the negotiation stage should be fully qualified. Yet, it’s all too common for poorly qualified deals to meander to the latter process stages only to stall and congest the pipeline like a clogged sewer line.

disqualified should never close. It’s a common problem italy telegram data for salespeople that have an anemic pipeline from a lack of daily prospecting to hold on to deals that should be disqualified.

Deals that don’t meet the company’s qualification requirements can’t ever be successfully negotiated, so it’s vital that any deals advancing into mature stages of the process be purposefully qualified.

Discovery
Effective discovery is paramount to success. Mastering the ability to discover stakeholders’ emotional and business needs provides you with tremendous advantages.

Good discovery ensures that the solution you propose will be meaningfully aligned with your customers’ expressed objectives and issues.

It also provides you with the lifeblood to deal with objections at the negotiation table:

“Well, this costs a lot.”

“Yes, and we solved a lot of your problems.”

“Your competition seems to be less expensive.”