How To Recover from a Sideways Deal #514

Ever been in a situation where just as you thought the deal was won, and then the rug got pulled out from under you? It’s beyond irritating, right? Especially given the fact that you may have invested significant time and energy in the deal, just to see it go up in smoke. What are you to do when your deals go sideways? That’s the topic for today.

Today’s Chapter: Recovering a Sideways Deal

The start is stillness,
which is the way of nature.
The way of nature is unchanging.
Understanding nature is insight.
Not knowing nature leads to disaster.

With an open mind, you will be openhearted.
Being openhearted, you will act wisely,
and deal with whatever life brings.
When death comes, you’re ready for it.

-TTC 16

Today’s Story

Chris was excited when the prospects agreed to sign the service agreement. It took significant effort to get the deal over the goal line. But then there was a twist.

One of the stakeholders loudly questioned the purchase and soon the entire buying team was getting cold feet. The deal had gone sideways.

“I’m not sure what to do,” said Chris. “I thought we had this signed, sealed, and delivered.”

After a long pause, Pat said, “I had a sense you rushed the deal trying to close the boss. When it comes to some organizations, it only takes one “no” vote to veto a purchase, or the budget gets yanked last minute. I remember this one time I had a champion on my side and they resigned from the company to take a better job. Just like that, my deal went sideways.

These things happen. Be patient, go back to the start, and assume you’re back at square one. Good luck!”

Consider This

When a deal is in harmony it advances with ease and grace. When a deal goes sideways there is confusion and doubt. The changing of the guard, a block on funding, or a stakeholder grudge can create chaos. Like a filled cup, empty out your anxiety to make room and refill it with possibilities not yet revealed.

Expect trouble at every turn, but with due diligence, let the deal take as long as it takes. Hope for the best but expect the worst. Restart at square one and let the past go. It’s only a story, it’s to recreate a new ending.

Watch here on YouTube https://www.youtube.com/watch?v=oxhJ2gL6sq0

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How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

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