Unsticking Deals
Why Deals Stall, How to Unstick Them, And How to Prevent Them from Sticking in the First Place
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Unsticking Deals
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Narrado por:
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Jim Staylor
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De:
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James Muir
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Stuck deals are arguably the biggest problem in sales. Depending on the industry, between 40-60% of all sales are lost to no-decision. The implications are staggering. This fact means that the problem of stuck deals and "no-decision" effectively doubles the cost of every sale, and wastes somewhere around one-half of every sales professional's time. The good news, is that if we can unstick our deals (or even better, prevent them from sticking in the first place) we can effectively double our sales, dramatically shorten our sales cycles, and double our commissions.
What you'll learn in Unsticking Deals:
- Stalled deals are caused by just three things. The Universal Root Cause Maxim explains the three reasons deals stall in a single sentence.
- The five common sales issues that cause sales professionals to stick their own deals.
- The three things that cause customers to suffer from indecision and how to overcome them.
- Why deals stall due to business case issues and the three simple things that need to be in every business case to prevent stalls.
- Five key prevention strategies that will prevent your deal from ever sticking in the first place.
- The five key plays for unsticking your deals - complete with templates and examples.
This is a quick reference guide. Once you’ve identified why your deal is stuck you can jump right to that chapter for solutions. This book is for book for all those entrepreneurs, business leaders and sales professionals that want to close those bloated pipelines and prevent deals from getting stuck in the first place. This book will teach you how to unstick deals, shorten your sales cycle and prevent deals from sticking to begin with.
©2024 James M Muir (P)2024 James M Muir