Have you ever lost a sale you thought was closed?
- Is it really "closed?"
- What could go wrong?
- What future problems can you solve right now?
You completed your presentation; the prospect said "yes," and committed to having the purchase order faxed to you in the morning. It took longer than you planned and you jumped through more hoops than you care to admit, but it was worth it: the sale represents a sizable share of your quota, a profitable piece of business for the company, and a nice commission check for you. It's time to shake hands, head for your office, and wait for that fax to come in.
Or is it?
How closed is "closed?"
Before that commission is bankable, the sale must be closed...really closed. That means the purchase order must be received, the order processed, and the product or service delivered and accepted by the prospect. Before you leave your prospect's office, ask yourself: What internal problems could disrupt the process now?
We're not talking about buyer's remorse here. The questions to consider under this rule sound like this: Is there another decision maker, or perhaps a committee, who could veto the decision? Does an incumbent supplier have a "last look" opportunity to better your offer? Could the intended purchase be put on hold for any reason - including, say, an obligation to "run the decision past" a higher-up you have not met?
If your answer to any of these questions is "I'm not sure," you're in trouble.
Do you know for sure that you're going to the bank?
Identify all the potential internal roadblocks that could prevent the sale from closing. Ideally, these issues should be addressed and resolved prior to giving the presentation. If any remain unsettled, address them immediately after obtaining the prospect's decision. If there is even the slightest possibility of a roadblock, look for a way to discuss the issue directly, and find a way to remove the potential barrier. If the "closed" sale isn't really closed, it's better to find out now about organizational issues that could keep you from going to the bank.
