There often comes a point in deals when it’s best for all parties to go their separate ways. Today, Antonella O’Day joins Rachel to discuss the key indicators that you should walk away from a deal and how to do so tactfully. She talks about:
- Evaluating whether or not you can be successful in solving the customer’s problems.
- The number one reason why deals stall.
- The importance of tangible Customer Verifiable Outcomes to indicate the customer’s interest throughout the deal.
- Using the letters of MEDDICC to gauge your progress in a deal.
- Walking away from a deal on terms that leave the door open for future engagements.
Here are some additional resources:
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