The Sales Limbo: Preventing Stalled Deals

10
7/31/2019 The Sales Limbo: Preventing Stalled Deals http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 1/10 Vhj|j pa a vmkj phjd vhj m`dmd` ig vhj fjae pa vhj ozekmdavmid ig aee vhj jeej|' jggi|v adf vhj ei`moae oidoezmid ig vhj aej$ Vifa} hipjwj| a z|s|mmd` dzklj| ig fjae a|j ljoikmd` zd+vzob jwjd agvj| ad assa|jdv a`|jjkjdv ha ljjd |jaohjf$ Vhav ejawj jeej| md emkli pamvmd` gi| vhj sasj|pi|b vi lj m`djf% i| vhj sz|ohaj i|fj| vi lj mzjf$ Md vhm phmvjsasj| pj eiib av vhj |jaid ph} fjae `jv vaeejf av vhj eav kmdzvj adf phav jeej| oad fi vi s|jwjdv mv$ S|jwjdvmd` _vaeejf Fjae _aej Emkli> A|j ]iz _vmee Pamvmd` Gi| Vhj S$I$9 \jvame S|moj> &6$== _aejsjisej a|j md emkli> pamvmd` gi| vhj sasj|pi|b vi lj m`djf$$$

Transcript of The Sales Limbo: Preventing Stalled Deals

Page 1: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 1/10

Vhj|j pa a vmkj phjd vhj m`dmd` ig vhj fjae pa vhjozekmdavmid ig aee vhj jeej|' jggi|v adf vhj ei`moaeoidoez mid ig vhj aej$

Vifa} hipjwj| a z|s|m md` dzklj| ig fjae a|j ljoikmd`zd+ vzob jwjd agvj| ad assa|jdv a`|jjkjdv ha ljjd|jaohjf$ Vhav ejawj jeej| md emkli pamvmd` gi| vhjsasj|pi|b vi lj m`djf% i| vhj sz|oha j i|fj| vi lj m zjf$

Md vhm phmvjsasj| pj eiib av vhj |ja id ph} fjae `jv vaeejfav vhj ea v kmdzvj adf phav jeej| oad fi vi s|jwjdv mv$

S|jwjdvmd` _vaeejf Fjae

_aej Emkli> A|j ]iz _vmee

Pamvmd` Gi| Vhj S$I$9

\jvame S|moj> &6$==

―_aej sjisej

a|j md emkli>pamvmd` gi| vhjsasj|pi|b vilj m`djf$$$ ‛

Page 2: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 2/10

S a ` j u < © Vhj A_@ @|izs <311

Vhj Gmdae Hz|fej Vi Vhj _aej

Vhj sasj|pi|b m vhj gmdae hz|fej vi lj z|kizdvjf% lzv igvjd mv m vhjlz}j| |avhj| vhad vhj jeej| vhav m v|z``emd` vi nzks mv$ Vhj jeej| meiibmd` id g|ik a fm vadoj hjesej vi mdvj|wjdj$ Kjadphmej|j iz|oj (sj| iddje% |ap kavj|mae % pi|bmd` oasmvae% jvo$- ka}ae|jaf} hawj ljjd aeeioavjf vi vhj s|injov pmvh oi v ljmd` mdoz||jfl} vhj jeej| a a |j zev ig vhj fjea}$

Lzv vhj ohaeejd`j ka} div jwjd jdf av `jvvmd` vhj SI vhj|j oad ljfjea} md `jvvmd` fjemwj|}% i| `i ahjaf favj % i| jwjd pi| j md `jvvmd`

vhj gm| v% i| jwjd vhj gmdae ohjqzj$ Vhj oikkid gaovi| zdfj|e}md` aeeig vhj j jwjdv m a gae j va|v ig ikj bmdf i| ivhj|$ Vhj jeej| m mdemkli z sjdfjf ikjphj|j ljvpjjd vhj s|ikm j adf vhj |jaemv} ig vhj aej$

Vhj 0 Oaz j Ig _aej Emkli

_aej emkli ha 0 kamd oaz j % a gieeip >

1$ Vhj sid i|( - game vi oidwmdomd`e} jee vhj fjom mid$ Mv ka}lja oa j ig ea v kmdzvj oief gjjv% a eaob ig oidgmfjdoj% mdgezjdoj%i| oikkmvkjdv id vhj sa|v ig vhj sid i|( -$ Ka}lj vhjsid i| ha s|jkavz|je} kiwjf idvi vhj djxv ohaeejd`ja zkmd` vhav hm % i| hj| pi|b m ae|jaf} fidj$ Ki|jgzdfakjdvaee} vhj s|ilejk ka} lj vhav vhj lz mdj oa j% i|

nz vmgmoavmid gi| vhj sz|oha j ka} div lj v|id` jdiz`h$

<$ A bj} vabjhiefj| pmvhf|ap zssi|v i| |jdj`j id hm )hj|oikkmvkjdv$

?$ A kani| mdvj|dae i| jxvj|dae ohad`j % vhj kamd idj ljmd`> A kj|`j|% oid iemfavmid% i| vabjiwj| A ka|bjv fipdvz|d A `eilae ohad`j md fm|jovmid

A kadsipj| ohad`j$

―$$$vhj oikkidgaovi| m a gae j

va|v ig ikjbmdf$$$‛

Page 3: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 3/10

S a ` j u ? © Vhj A_@ @|izs <311

6$ Ass|iwae) m`d+igg m div gi|vhoikmd` jmvhj| g|ik2 vhj lz}md`vjak% g|ik jdmi| kada`jkjdv% i| g|ik s|ioz|jkjdv$

:$ Vhj|j m a s|ilejk pmvh vhj ej`ae a ej`ae qzj vmid m |am jf|j`a|fmd` oidv|aov vj|k % i| oiksemadoj m zj a|m j$

7$ Vhj|j m a s|ilejk ljvpjjd s|ioz|jkjdv adf gmdadoj % gi|jxaksej pmvh vj|k a`|jjf div kjjvmd` gmdadoj ass|iwae$

0$ A sei} l} s|ioz|jkjdv vi s|jsa|j vhj `|izdf gi| adivhj|dj`ivmavmd` |izdf adf sj|has vhj asve} dakjf aeakmvjohdmqzj$

Lzv% mg vhj j a|j vhj kamd |ja id gi| fjae `imd` mdvi emkli% vhj|ja|j kad} ivhj| zdfj|emd` gaovi| $

Lz mdj Oa j Emkli

Vhj dzklj| idj |ja id ph} fjae `jv vaeejf m vhj eaob ig azggmomjdve} oiksjeemd` lz mdj |avmidaej% i| lz mdj oa j gi| vhjsz|oha j vi `i ahjaf$ Jmvhj| vhj dzklj| fi div vaob zs% i| vhj|j ma s|ilejk md vj|k ig |m b% v|avj`mo gmv% i| oiksemadoj$

Phjd vhj sz|oha j fjom mid m o|zvmdm~jf l} jdmi| kada`j|% zoh avhj OJI% i| vhj OGI% i| sj|has jwjd vhj lia|f% vhj v|am`hv gi|pa|f'ph} a|j pj fimd` vhm 9' qzj vmid pmee lj a bjf$ Mg a oiksjeemd`

nz vmgmoavmid m div gi|vhoikmd` adivhj| s|injov i| sz|oha j m embje} vi

vabj siej si mvmid$

Vhj kada`j| phi ha div vj vjf md afwadoj vhj lz mdj oa j pmvh mvgmdae azfmjdoj ejawj hmk jeg% i| hj| jeg jxsi jf$ Vi hm i| hj| z|s|m jivhj| ka} div oid mfj| mv vi lj a `iif fjom mid% i| av a kmdmkzkka} div hawj aee vhj mdgi|kavmid djjfjf md i|fj| vi `mwj vhjm|zssi|v$

Page 4: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 4/10

S a ` j u 6 © Vhj A_@ @|izs <311

Vhj jeej|' bj} ohaeejd`j m vi hjes vhj lz}j| vi lzmef vhj lz mdjoa j$ Vhav m a oiksjeemd` |ja id vi lz} adf vi lz} dip$ Vhav mdoezfjkabmd` z|j vhav vhj oi v ig ad} fjea} m oeja| (mdoe$ ei v |jwjdzj% ei v

awmd` % affmvmidae oi v % jvo$-$

S|ioz|jkjdv Emkli

Mdvj|dae ass|iwae s|iojfz|j a|j |m`mf adf zdoiks|ikm md` md kad}i|`adm~avmid $ Mg 'aee vhj 'v' hawj div lj o|i jf adf vhj 'm' fivvjf'vhjd vhj fjom mid ka} lj vaeejf% i| fj+|amejf$

Md jxv|jkj oa j vhj|j ka} lj a j|miz wmieavmid ig mdvj|daevadfa|f % i| s|iojfz|j phav m vj|kjf 'km +s|ioz|jkjdv'$ Gi|jxaksej a bj} vjs ka} hawj ljmd` bmssjf% i| ikj a sjov ig vhjoiksjvmvmwj vjdfj| s|ioj l}+sa jf$ Md vhm oa j vhj kada`j| pmeelj oaeejf vi aooizdv adf vhj fjae pmee jmvhj| lj fjea}jf% i| fjgj||jfphmej |jkjfmae aovmid m vabjd$

Md vhj j md vadoj s|ioz|jkjdv m igvjd izv vi s|iwj a simdv md vj|kig mv vidj+paeemd` ig vhj j||adv lz}md` fjom mid% i| did+oiksemadvkada`j|$ Vhj kada`j| m ejgv pmvh 'j`` id hm )hj| ohmd' ( i vi sjab-adf ka} lj |jezovadv vi ejv vhj aej sj| id bdip ig vhj jwjdv$

Vhj jxvjdv ig vhj wmieavmid fjvj|kmdj vhj jxvjdv ig vhj |j+kjfmavmid|jqzm|jf$ Sj|has ikj affmvmidae mdgi|kavmid% fiozkjdvavmid i|adae} m m |jqzm|jf$ Md vhj pi| v oa j ojda|mi mv ka} lj |m`hv laob viqza|j idj% pmvh gi| jxaksej a |j+|zddmd` ig vhj vjdfj| s|ioj $

Mg s|ioz|jkjdv ha div ljjd mdwiewjf% oid zevjf i| jd`a`jf av ad}simdv md vhj lz}md` s|ioj % vhjd mv ka} pjee vabj mv |jwjd`j l}vaeemd` av vhj gmdae hz|fej$

Vhj |iej adf sipj| ig s|ioz|jkjdv wa|mj g|ik i|`adm~avmid vii|`adm~avmid adf pmvh mv vhj fj`|jj ig gejxmlmemv} ig vhj |zej $ Md ikjoa j vhj |j sid j ka} lj 'mv m ib vhm vmkj% lzv fid'v fi mv a`amd'% mdivhj| oa j mv ka} lj kzoh ej gi|`mwmd` md vhj assemoavmid ig vhj|zej $

―Mg s|ioz|jkjdvha div ljjd

mdwiewjf mvka} vabj mv|jwjd`j$$$ ‛

Page 5: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 5/10

S a ` j u : © Vhj A_@ @|izs <311

Vhj jeej| hizef hjes vhj lz}j| vi jd z|j vhav s|ioz|jkjdv djjfa|j kjv adf vi jd z|j oiksemadoj pmvh lz}md` s|ioj adfs|iojfz|j $

Ohad`j Emkli

_eip lz}md` fjom mid vhav vabj seaoj iwj| kad} kidvh $ Vhav kjada eiv oad ohad`j md vhj kad} kidvh ljvpjjd vhj va|v adf vhj gmdm hig a oiksejx lz}md` fjom mid$

L} vhj vmkj vhj sz|oha j i|fj| m vi lj m`djf vhj oidvjxv gi| vhjsz|oha j ka} hawj ohad`jf zl vadvmaee}$ _zffjde} vhj lz}md`i|`adm~avmid ka} |jaem~j>

‘Iz| djjf hawj ohad`jf$$$” ‘Vhj ka|bjv ha kiwjf id$$$” ‘Pj hawj lm``j| s|ilejk vi fjae pmvh$$$” ‘Pj djjf vi jj phav hassjd djxv$$$” ‘Pj a|j div |jaf} vi va|v }jv$$$” ‘Vhj|j m vii kzoh `imd` id av vhj kikjdv$$$” ‘Vhj|j m a lm``j| ki|j v|avj`mo fjom mid vi lj kafj gm| v$$$”

Pmee vhj lz}md` fjom mid pmvh vadf a ohad`j md vhj vavz qzi9Vhav mdoezfj >

Mdvj|dae ohad`j md |j sjov ig vhj oiksad}' 2 djjf % s|mi|mvmj %v|avj`mj % i|

Ohad`j md mv jxvj|dae jdwm|idkjdv% zoh a 2 a |m j md mdvj|j v|avj % a eipmd` ig ka|bjv fjkadf% vhj jdv|adv ig a djp

oiksjvmvi|% a davz|ae fm a vj|% jvo$

Mv m a |jae ohaeejd`j gi| vhj jeej| vi avvjksv vi md zeavj vhj fjae g|ikzdadvmomsavjf ohad`j $ Hipjwj|% jd z|md` vhav vhj lz}j| ha ikj|iik vi kadjzwj| m mksi|vadv$ Vhav mdoezfj ad a`mej ass|iaoh vimksejkjdvavmid% i| fjemwj|}% zoh a s|iwmfmd` gi| vhj |j+jwaezavmid ig djjf % akjdfkjdv vi sjomgmoavmid % jvo$

Page 6: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 6/10

S a ` j u 7 © Vhj A_@ @|izs <311

Ej`ae Emkli

Vhj kada`j|+lz}j| ka} v|j vhj simdv vhav m`dmd` pmee lj

v|am`hvgi|pa|f% lzv nz v pamv zdvme ej`ae `jv mdwiewjf$ Ki v lz}j|fid' v embj wjdfi| oidv|aov gzee– vis2 phjd mv oikj vi m`dmd` vhjk% mv

m igvjd z|s|m md` vhj m zj vhav a|m j$

Vhj ej`ae fjsa|vkjdv m wj|} eip vi m`d ad} wjdfi| oidv|aovs|jgj||md` vi p|mvj mv ipd$ Md affmvmid vi vhj fjea} vhav |j zev % vhjjeej| ka} gaoj affmvmidae ej`ae oi v $

_jeej| hizef advmomsavj md afwadoj vhj m zj vhav a|j embje} vi a|m javvjksv vi mdwiewj ej`ae id livh mfj ja|emj|$

Phj|j si mlej% mksemg} aee ej`ae adf oidv|aovzae fiozkjdvavmid%mdoezfmd` vhj z j ig vadfa|f oidv|aov vj|k % vjkseavj vhav hawjljjd ass|iwjf l} s|igj midae lifmj % jvo$

\m b} Emkli

\m b oad vaee a fjae embj divhmd` je j$ Vhav m |m b md ad} ig mv gi|k 2lz mdj % s|injov% vjohdmoae% zssemj| adf i id$

\m b m vhj jqzmwaejdv ig vhj hadf+l|jab md kifj|d lz}md` adf ha vhjsivjdvmae vi eip vhj lz}j| vi a vis$

Ig bj} mksi|vadoj m vhj lz}md` i|`adm~avmid' jd mvmwmv} vi |m b% a

pjee a vhj ishm vmoavmid ig mv ass|iaoh vi |m b adae} m adfkada`jkjdv$

\m b hawj ad addi}md` halmv ig |m md` vi vhj z|gaoj a vhj lz}j||jaohj vhj simdv ig ad m||jwioalej oikkmvkjdv$ Vhj |m b pas|ilale} aepa} vhj|j% lzv mv jmvhj| pa div gzee} ass|jomavjf% i| padiv zggmomjdve} aff|j jf fz|md` vhj lz}md` s|ioj $ Mg mv haf ljjdaff|j jf ja|emj| mv oizef hawj ljjd kada`jf adf mv sivjdvmae vi vaeevhj fjom mid kmdmkm~jf$

Page 7: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 7/10

S a ` j u 0 © Vhj A_@ @|izs <311

Fjom mid Emkli

Vhj pi|f fjom mid oikj g|ik vhj Eavmd 'fjomfj|j' phmoh emvj|aee}

kjad vi 'ozv igg g|ik' ljoaz j kabmd` a fjom mid kjad vhj lz}j|ozvvmd` hmk)hj| jeg adf vhj lz}md` i|`adm~avmid igg g|ik aevj|davmwj $

Vhj fjom mid vi `i idj |izvj% mksemj a fjom mid div vi `i adivhj|$ Mg vhj ohi jd iezvmid m div jjd l} aee vi lj hjaf adf hizefj| aliwjvhj |j v vhjd vhav simdv ig fjom mid ka} lj eipjf$

Vhj|j m igvjd kj } vzgg mdwiewjf md kad} lz}md` fjom mid % mdoezfmd`

oidgemovmd` |jqzm|jkjdv adf ivhj| oiksemoavmd` gaovi| $ Md vhmoidvjxv vhj m zj ig v|avj`mo gmv% oiksjvmd` s|mi|mvmj % s|injov adfsa v i| gzvz|j fjom mid m mksi|vadv$

Vhj lz}j| kz v lj |jaf} vi kabj vhj v|afjigg |jqzm|jf adf vhj jhizef hawj ljjd pjee m`d+si vjf md afwadoj$ Vhav kjad vhjoiksjvmvmid gi| vhj jeej| m div oiksjvmd` wjdfi|% lzv ad aevj|davmwjv|avj`}% vjohdiei`}% i| iezvmid$

Siemvmoae Emkli

Fjom mid a|j div kafj md a waozzk% lzv |avhj| md ad jdwm|idkjdv ig oiksjvmd` s|injov % oidgemovmd` mdvj|j v adf i|`adm~avmidae siemvmo $Siemvmo md sa|vmozea| oad bmee a fjae fjaf$ Vhj|j ka} lj a vabjhiefj|phi gjje dj`ejovjf i| vh|javjdjf% pamvmd` md vhj eid` `|a |jaf} vihmnaob a fjae av vhj ea v kmdzvj$

Kada`j| a|j eip vi oi||jov vhj jeej| phi iwj|j vmkavj vhjkada`j|' sipj| i| |adb$ Vhj ohaeejd`j gi| vhj jeej| m vi aem`d mv jeg pmvh vhj bj} vabjhiefj| adf vi jd z|j vhav vhj fjae ha vhj laobmd`ig a wmalej sid i| pmvh zggmomjdv sipj| adf mdgezjdoj$

―Jd z|j vhj fjaeha vhj laobmd`

ig a wmalejsid i|$ ‛

Page 8: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 8/10

S a ` j u 8 © Vhj A_@ @|izs <311

Hip Vi S|jwjdv A Fjae @imd` Mdvi Emkli9

Vhj jeej| kz v `za|f a`amd v fjae `jvvmd` vaeejf md vhj gm| v seaoj

adf mg mv m vii eavj |j+m`dmvj fjae vhav a|j ae|jaf} md emkli adf `jvvhjk laob id v|aob$ Pmvh vhm md kmdf hj|j m a ohjobem v vi jdalej }izvi kja z|j vhj |m b ig a fjae `imd` mdvi emkli>

M vhj lz mdj oa j oiksjeemd`9

Oad mv lj sa midavje} a|vmozeavjf l} vhj sid i|9

M vhj oi v ig a fjea} oeja| vi vhj lz}j| (mdoezfmd` vhjissi|vzdmv} oi v-9

A|j vhj|j ad} zd|j iewjf |m b javmd` av vhj lz}j|9

M vhj|j siemvmo mdwiewjf9

M ad}lif}' di j izv ig nimdv% fij ikj fjsa|vkjdv i|s|injov gjje vh|javjdjf9

M vhj|j a oiksjvmd` s|injov9

Fij vhj sid i| hawj zggmomjdv sipj| adf zssi|v9

Ha vhj|j ljjd O Ejwje iwj| m`hv adf ass|iwae vh|iz`hizv9

A|j aee vhj vabjhiefj| m`djf zs9

Ha vhj oid zevavmid s|ioj ljjd jxvjd mwj jdiz`h9 Haad}lif} ljjd iwj|+eiibjf9

Ha vhj sid i| gieeipjf aee vhj |zej 9

Ha s|ioz|jkjdv ljjd mdwiewjf9

A|j vhj|j ad} mdgi|kavmid `as 9

Page 9: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 9/10

Page 10: The Sales Limbo: Preventing Stalled Deals

7/31/2019 The Sales Limbo: Preventing Stalled Deals

http://slidepdf.com/reader/full/the-sales-limbo-preventing-stalled-deals 10/10

S a ` j u 13 © Vhj A_@ @|izs <311

Vhj _omjdoj Ljhmdf Vhm Sasj|

Vhj j md m`hv adf viie a|j la jf id>

1$ Lz}j| \j ja|oh iz| `|izdf+l|jabmd` |j ja|oh mdvi hip kifj|d

lz}md` fjom mid a|j kafj adf vhj mksemoavmid gi| jeej| $

<$ Lj v S|aovmoj \j ja|oh Iwj| 1 kmeemid sa`j ig lj v s|aovmoj aej

oa j vzfmj % liib adf |j ja|oh$

?$ Oikkid S|aovmoj \j ja|oh Iz| sjj| oiksa|m id ljdohka|b ig

1%333 ig }iz| oiksjvmvi| adf sjj| $

Vhj _aej Jd`mdj ¤ adf _jeej|Daw a|j v|afjka|b ig Vhj A_@ @|izs$

Vhj jdvm|j oidvjdv ig vhm fiozkjdv a|j ois}|m`hv ig Vhj A_@ @|izs adf oaddiv lj

|js|ifzojf md ad} gi|kav pmvhizv p|mvvjd sj|km mid$

Padv hjes md vaobemd` }iz| aej ohaeejd`j 9 Oidvaov

jdqzm|mj CvhjA_@`|izs$oik

ppp$vhjA_@`|izs$oik