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There’s only one thing that sucks worse than losing a deal to a competitor…
That’s losing a deal to no decision being made!
It happens all the time and it’s like the ghost that comes out of nowhere and kills all your whales!
Today, I’m showing you the simple 3 step framework to keep this from happening to you.
When you are dealing with whale prospects, you utilize massive amounts of:
- Time
- Energy
- Resources
- Emotion
So, if you get nothing from those deals, it can take a lot longer to recover.
Whale deals are not for the faint of heart!
I’ve learned this lesson the hard way – from working my way through about 1000 whale deals, and I don’t want you to have the same learning curve that I did.
When you are dealing with whale prospects, it all boils down to this…
3 Questions of the Career:
- What are their Career Priorities?
- What are their KPI’s?
- What is their Career Vision?
Timing is one of the most important things you are dealing with in whale prospects.
The average time a person spends in a C-Suite role is 16 months. So, if you let a deal drag on for too long, you’ll have to start all over with the next executive.
To keep a deal from going cold, find out:
- What is the most important thing in their career right now? (What is important to them)
- For your role, what is success and how is it measured? (How are they evaluated?)
- What is your vision for your job and your career? (Where do they want to go and what’s the outcome they need to get there?)
When you structure a deal to help the client hit their KPI’s, the deal will get done almost instantly because of the massive incentive it provides.
When you can help your point of contact position the solution you are providing as a win to Sr. Management, then you play a role in getting your contact to achieve their goals, while the company meets theirs, and you win the deal – no matter how you chop it up, those are wins all around!
Results:
- You get bigger deals
- Your deals will close much faster
Need help scaling your revenue? Ryan works with companies one on one to make this happen. You can apply to work with him at:
