Force Management

There often comes a point in deals when it’s best for all parties to go their separate ways. Today, Antonella O’Day joins Rachel to discuss the key indicators that you should walk away from a deal and how to do so tactfully. She talks about:Evaluating whether or not you can be successful in solving the customer’s problems.The number one reason why deals stall.The importance of tangible Customer Verifiable Outcomes to indicate the customer’s interest throughout the deal.Using the letters of MEDDICC to gauge your progress in a deal.Walking away from a deal on terms that leave the door open for future engagements.Here are some additional resources:Get MEDDICC Certified on Ascender!Lead Qualification | Ascender CourseGetting to the Economic Buyer | Ascender CourseExecuting Your Discovery Strategy | Ascender CourseUncovering Hidden Pain Points | Ascender ArticleHow to Convince Your Customer to Take Action in Your Sales Process | Ascender ArticleCreating Urgency with Your Customer | Ascender VideoThe Coat of Pain |