The Art of Selling – Stage 8: Verbal

Don’t get too comfortable…you have not closed the deal.

KNOW if you’ve received the verbal approval, whom did it come from? What is their role and how are they connected to the contract and budget? What about Procurement and legal? Investigate who is still potentially in your way that you may not have identified?

THINK & ACT. ALWAYS assume that you’ve missed something – someone or something is conspiring to kill your deal. LEVERAGE YOUR RELATIONSHIP FOR KNOWLEDGE. NEVER NEVER NEVER get comfortable at the verbal stage. Things stall, go dark and die at this stage most often. The “delay calls” come at the verbal stage all the time. So stay very very close to it. An onsite visit is a great move at this stage. A presumptuous pre-kickoff planning meeting, for example.

Negotiation          Contracting >

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