Is That "Done Deal" Really Done? Maybe Not!

Think you've got that sale locked up because you've got the handshake? Think again. Lots can go wrong between the time a deal is cut, and the check is actually deposited. To know if a "done deal" is really done, get the answers to the following 10 questions:

1. Once you've made the decision to buy, then what happens?
2. Who else has a stake in the decision or influences the outcome?
3. Is there anyone who needs to review this decision prior to payment?
4. Is there anyone who can veto this decision once it's been made?
5. What needs to happen in order for payment to take place?
6. Is a purchase order required and, if so, how does it get generated?
7. How have you purchased similar offerings in the past?
8. What happened and how long did it take to execute on the decision?
9. Has budget been allocated and, if not, how does it get allocated?
10. Is there any way to accelerate execution once a decision has been made?

And if it doesn't go through, and you don't know the answers, you'll have no idea how to get the deal back on track.

So make sure you find these things out, OK? Otherwise you might find yourself surprised at the end of the quarter!

BTW: the above is based upon a conversation with the amazing and brilliant Julie Thomas, the CEO of Valueselling Associates.