You’ve been working on a promising deal for a while. Twists. Turns. Changes. You have a good grip on it. The client is happy. And then something is going south. Don’t give up. Attempt to get things back on track. And:
🔸️Identify the reason (change in decision-maker, competitor moving in, etc.
🔸️Revisit the benefits of moving forward on the deal
🔸️Connect with the other stakeholders
🔸️Get a second-voice, a trusted, experienced colleague involved
🔸️Incentivize an offer they can’t refuse
Bottom line. Work through it. “The first rule is not to lose. The second rule is not to forget the first one.” – Warren Buffett