Negotiate and close the deal
Process map by Brian. 21 steps, 2 layers. Tags: business, sales.
- The buyer: Says: we like it, but...
- Account executive: Find the real objection: price, timing, risk or a stakeholder
- Account executive: Is it about price?
- Account executive: Trade, don't cut: discount only in return for something
- The buyer: Satisfied?
- Account executive: Confirm the final terms in writing
- Legal: Does legal need to review the paperwork?
- Legal: Redline and agree the contract terms
- Account executive: Contract and order form ready
- The buyer: Signs
- Account executive: Mark closed-won
- Sales manager: Deal review: what worked?
- Account executive: Closed-lost with a reason; check back in 90 days
- Account executive: Answer risk or timing with proof, a pilot or a phased start