4 W's to Close

It is the last month of the quarter and you need to determine whether the deal you have been driving is really going to close. Ask yourself the 4 W's.

Where? Where am I in the sales process and is it likely I can close from here? If you are still in the early demo phase or the competitive proposal phase, don't count on it. Is it decision time?

Who? This is a multiparter: Who is making the decision? Is it the board of directors, the president, head of purchasing or a purchasing agent? Will they be available do they have everything they need to make the decision? If you are going to the board and they don't meet til late this month, don't count on the sale. You might be able to offer additional discount to acclerate the process, but make sure you understand the buying process and factors or it might be a waste of time.

The other who is linked to what and when. If you are clearly down the process, the decision has been made and now it is just a contracts and close issue, make sure you know:

- What is the next step? Be clear with your client on what the next step is. Legal review, redlines, purchase order or last minute technical information.
- Who owns it? This must be crystal clear to you and your customer. It cannot have two owners. When in doubt, you own it!!!
- When? When does the next step take place and what occurs as a result?

With all this mind check in every couple of days to make sure things are moving forward as expected and see if the customer needs anything additional. I have seen too many deals go south because a sales rep told me that the customer said he'd get back to him and didn't. Then the rep calls and the customer says " I meant to call you, but things are crazy. We really need a piece of information for the board. or legal had some questions about...." Now you either have to call in favors or you have slipped - neither of which is good.

So remember the 4 W's to a successful quarter close. Where am I in the sales process? What is the next step? Who owns it? When does it need to be done by? And finally, communicate relentlessly with your prospect.

GOOD SELLING!!!!!