When to Walk Away from a Deal

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 Course
• Getting to the Economic Buyer | Ascender Course
• Executing Your Discovery Strategy | Ascender Course
• Uncovering Hidden Pain Points | Ascender Article
• How to Convince Your Customer to Take Action in Your Sales Process | Ascender Article
• Creating Urgency with Your Customer | Ascender Video
• The Coat of Pain | Ascender Video

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