Deals - Is There Another Kick Off?

A lot of times, i think deals will stall because at the end of a discovery conversation, we know there are objections or obstacles thatare gong to make this thing hard. I have so many clients, when i meet them, that it's almost like their being paid to do proposals. And lik you only get paid when you close the deal. You don't get paid to do work just because the customer asked you for a quote. It doesn't mean you should give em one. A lot of times ou're quoting the wrong thing. There's all kinds of things that we should be doing before we get to the proposal stage. That's where they go dark. andnd