Key Questions for Sealing the Deal

Oct 16, 2023

Shalini Ramanayake

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    Whether you’re selling a solution to an SME or a large Corporate account, there are some fundamental questions that need to be answered before you can seal the deal;

    1. Is everyone on the same page? Having alignment on the problem that needs solving is the foundation of any successful opportunity. It’s crucial that all key stakeholders are on board, and before that can take place, have you identified all the key stakeholders in the first place?

    2. Budget or bust? Discover the difference between simply having a budget and being committed to solving a problem with one. There is a key difference here. Having a budget is irrelevant if there is a lack of appetite to deploy that budget to solve your perceived problem.

    3. The top priority puzzle. Is your opportunity the number one priority for the business? Where does it stack up in the list of priorities? If it’s at the bottom of the list, it may well be time to push this one out of your pipeline.

    Bonus Question: Are we the chosen vendor? If “no”, why? If “yes”, what are the potential barriers to moving this process forward?

    Having clear answers to these questions will help you either strengthen the potential opportunity or determine if it’s better to remove it from your pipeline.

     

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