Play #023 How to Deal with Stuck Deals

Welcome to the Play #023 of the Sales Transformation Newsletter. Each week I will bring you one Sales play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.

This sales play is sponsored by Humantic AI which helps sellers sell the way their buyers want to buy. You can take it for a test drive Here

We have all had stuck deals more often than we want to admit.

Many sellers approach these deals the same way.

I want to give you three questions to consider when you have a stuck deal.

This will help you to approach each situation differently to improve your chances of getting the deal to the finish line.

1. Could You Do Anything Differently?

The best thing you can do to answer this question is to review the deal.

Listen to your call recordings, check your notes, and make sure you didn’t deviate from your sales process.

Look for anything you missed or skipped to see if you can course correct.

2. Do I Know My Buyer

Your first answer might be, “Of Course I do.”

But do you know your buyer well enough to get the deal to the finish line?

Think about it, scratch your head, and answer the question honestly.

With Humantic you can deeply know the personality of your buyer.

Learn what is most important to them, how to build a winning connection, and what sales land mines to avoid.

It might be the edge you need to put that deal in the win column.

3. Do They Value What You Solve?

This is why so many deals are lost to the status quo.

This requires you to fully understand the value of solving the problem. And the cost of not solving the problem.

The latter is often skipped and can be the greatest motivator for action.

Final Thoughts

Running a good sales discovery on every call is not easy.

Even seasoned veterans miss things.

You want to review your notes and calls to ensure this crucial step was not skipped, and if it was, you know what you need to get this to start moving in the right direction.

Remember, there are things you can control, like your effort, activity, and ability to follow a process.

But there will be times when you do everything right, and you will lose the deal because of things you cannot control.

See you again next week.

-Collin Mitchell