The Audible-Ready Sales Podcast
When to Walk Away from a Deal
Jan 14, 2025
Antonella O’Day, a B2B sales expert, discusses the art of knowing when to walk away from a deal. She emphasizes evaluating whether you can actually solve a client’s problems and identifies key indicators for deal stalling. The conversation highlights the importance of tangible customer verifiable outcomes as signals of interest. Antonella also shares strategies for tactfully disengaging from deals while keeping relationships intact, reminding us that a no today can lead to opportunities tomorrow.
16:25
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Quick takeaways
- Identifying a customer's significant business pain is essential for qualifying a deal and determining the urgency to move forward.
- Communicating tactfully when walking away from a deal helps maintain relationships and keeps the door open for future engagements.
Deep dives
Identifying Business Pain
Recognizing a customer's business pain is crucial for qualifying a deal. If a seller cannot identify a significant problem or compelling event that necessitates buying their solution, it's likely that the customer will lack the urgency to move forward. Additionally, focusing on technical issues without connecting them to broader business challenges can lead sellers to miss the bigger picture. Ultimately, validating that a clear business pain exists and quantifying its impact are essential for determining whether to pursue or walk away from an opportunity.
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