Suppose you're selling software and have just met with a top executive of a mid-sized firm. You've confirmed that they've got a need for your solution. After a detailed discussion, the executive says: "Let's make this happen."
Time to celebrate, right? Well, not really.
While you may have convinced one decision-maker that you've got the right solution, you are a long way from closing the deal, according to Julie Thomas, CEO of the sales productivity firm ValueSelling Associates.
She points out that, in complex sales situations, you have no idea whether a deal is real or not until you have answers to the following questions:
In other words, the initial buy-in is usually the opening of the sales process rather than the closing of the deal. Even with the support of a top executive, you've still got plenty of work ahead.