For example, if a prospect cancels an initial meeting more than once it is not worth prying the door open at the cost of other opportunities.
If a prospect wants a proposal without allowing you to do proper discovery, then it’s time to walk away.
The Lesson
There are certain micro-commitments along the way bahamas telegram data that would help you determine if you should continue working with a prospect. Here’s how to test the temperature of the deal.
5 Ways to Test Your Deal
Ask for commitment to a next meeting
Ask for an agreement to send all necessary information by a set date
Ask for a follow up meeting for a proposal
Are they showing up to scheduled calls (Zoom/Phone)?
These five micro-commitments, also known as inflection points, are easy indicators of whether or not you should spend time with that prospect. When you aren’t continually testing the deal, the probability of wasting valuable time increases exponentially.
Along your process, especially when employing these tests, you will notice that your probability of winning is very high if they commit to a particular next step. But, if they do not agree to a micro-commitment then your deal is probably dead.