ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "Top 5 Reasons Deals Don’t Close, #1: We Focus on Our Timeline; Not Theirs"
Episode Synopsis
Inadvertently, we tend to apply pressure on our prospects as we’re focused on our own needs, priorities and timelines. We must always put the client first, and do so via discovery of the decision making process.
How does this show up within our opportunities?
* Opportunity lacks urgency
* The close date is dictated by our timeline
* Contact is easily stalled, doesn’t do as committed
What can I do to prevent this from happening?
* Clarify sense of urgency
* Mutually agreed upon close date
* Avoid deals stalling, pushed or ultimately lost
Time Stamps:
1:29 -What’s the Challenge??
5:15 - How does it manifest? Forecasting: Supervisor vs Coach
8:05 - CIGAR Coaching Matrix Applied to Closing Dates
11:19 - Navigating the Decision Step
13:30 -'Why Now?' Questions
How does this show up within our opportunities?
* Opportunity lacks urgency
* The close date is dictated by our timeline
* Contact is easily stalled, doesn’t do as committed
What can I do to prevent this from happening?
* Clarify sense of urgency
* Mutually agreed upon close date
* Avoid deals stalling, pushed or ultimately lost
Time Stamps:
1:29 -What’s the Challenge??
5:15 - How does it manifest? Forecasting: Supervisor vs Coach
8:05 - CIGAR Coaching Matrix Applied to Closing Dates
11:19 - Navigating the Decision Step
13:30 -'Why Now?' Questions
In God we trust