Practical approach to closing deals

A unique mindset for Sales professionals to focus on the things that matter to closing large complex deals and how to get to yes in the least possible steps

Treat your first meeting as your third meeting

Focus on bringing solutions to table when you first meet your client. Do the discovery before the meetings and make assumptions to use the first meeting to validate those assumptions

Customers like sales consultants that guide and understand their problems right out of the gate.
Assume you had to install the solution what would be your approach as if you already did the discovery and deeper dive.
Let the customer guide you on pieces of your assumptions to validate or take out things that don't matter to them.
Make it a back and forth as opposed to a one way sales pitch

Build the outline of the solution early

If you don't have enough data to build a full solution, assume some of the high level buckets of information needed

Build a mindmap and use it as your guide to do your discovery

Triangulation your Assumptions

Three datapoints to reveal if something is true

Get to the numbers early to unqualify quickly

Focus on getting to a "No" quickly to understand the roadblocks and see if there is a path to closing a deal within the timeframe you expect.

Always assume the deal has roadblocks and your job is to find those as early as possible.
Focus on unqualifying the deal as much as qualifying the account
Assuming the deal means if i was to implement tomorrow what would stop us from moving forward.

Build a Mutual Action Plan (MAP)