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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