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3 tactics you can’t ignore to keep a deal moving

In today’s newsletter, I’ll share 3 tactics you can’t afford to ignore if you want to keep your deals moving in 2023. So many salespeople I’m speaking with are getting ignored by prospects, ghosted by customers, and they keep losing momentum in their deals.

Here are 3 tactics that will help you solve that:

Tactic #1: Ask the right questions

When running a discovery call, a majority of salespeople try to get their prospects to go through a qualification framework. But in most cases, buyers feel interrogated, and they end up ghosting sellers. That’s where you can use Skip Miller’s tool:

  • Cause – What’s causing your to have a conversation with me?
  • Outcomes – What are the outcomes you’re expecting?
  • Decision – When can you make a decision?

If you can answer these 3 questions, your deals will gain momentum, and you’ll get ghosted a lot less. However, you may find that a lot less deals are going through in your pipeline, as these questions help you find out who’s serious and who’s not.

Tactic #2: Follow-up with a value-based email

When buyers ghost you, it can be challenging to come up with an email that’s going to get you a reply. If you’re “just checking in” or “bumping this at the top of your inbox”, you will lose momentum.

That’s where I love using the Jobs to be done framework:

I used a variation of this framework (always tweak your messaging) and got this reply:

Image #2

Tactic #3: Align and follow-up all in one place

When you’re working on a deal with your buyers, you end up using multiple channels (email, Slack, text, etc.) and this creates friction in your deal. Between quotes, redlining from legal, and other back and forth, it’s easy to lose track and delay your closing time.

That’s why I recommend using a tool like Topo, where you can create a digital sales room. This allows you to share and execute mutual action plans, involve and get commitment from all your stakeholders, and share all types of valuable content with your prospects.

These are 3 tactics you can use to keep a deal moving. I detailed them on LinkedIn, so give it a quick comment and reaction to make sure as many people as possible can see it.

Hope this helps.


Thibaut Souyris

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