How to Seal a Deal without Any Unexpected Obstacles copy
CXO Sales Playbook-Venkat’s Blog

How to Seal a Deal without Any Unexpected Obstacles

- Venkataraman Subramanyan

Many times, I’ve witnessed deals that get stalled at the final stage.

The cause?

Conflicts and discrepancies over commercial terms.

These could include payment terms, legal documentation, knowledge sharing agreements, IP protection, data privacy, data residency, etc.

Sales is a Process

Sales is a process that requires upfront effort. I always recommend that you address commercial terms early, even before you discuss the price.

Besides the value proposition, the business case, and the business value, include the terms and conditions in your proposal.

This ensures a complete approval without any unforeseen surprises or additional requirements.

Understand the Customer

Whenever you meet customers, be interested in their workflow. Keep in mind, process knowledge precedes their decision criteria.

Consider the process of decision making first AND then their criteria for decision making.

That is how you manage deal progression.

As a wise man said, “Sequencing is the essence of experience.”

*** 

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Author:

Venkataraman Subramanyan is a Global Leadership Development Expert & Sales Coach. He is the Founder and CEO of Tripura Multinational. Venkat’s mission is to touch and transform a hundred million lives by 2025, and a billion lives by 2030. With over 30 years of experience, Venkat is passionate about 2 things – Leadership Transformation and Sales Acceleration. His trademarked deal qualification framework is licensed worldwide by organizations and filters over $3Billion in deals annually. He is an accredited member of the Forbes Coaches Council.

Tripura Multinational is a dynamic sales organization dedicated to empowering sales professionals and organizations to achieve unparalleled success. Originally established as a platform to address skill gaps in the sales industry, Tripura has evolved into a multi-faceted entity that offers comprehensive engagements for Sales Managers and Sales Leaders. Through the transformative power of Sales Coaching, Tripura enables sales organizations to elevate their performance from good to great and ultimately reach a world-class level. Our approach focuses on optimizing sales skills, management expertise, and leadership capabilities, helping clients plan more effectively, qualify leads better, orchestrate sales processes seamlessly, and expand their business with confidence. 

Our organisation is the trusted choice of market leaders across various industries and segments, relying on our expertise to elevate their performance to new heights. Recognized for our ability to enhance excellence, we are entrusted with the task of making the client’s best even better.

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