By Mike Schultz
Imagine that you worked on a sale for about nine months. The average size of your opportunities is roughly $600,000. This one is $2,400,000. About four times the size. You’ve run facilitated sessions, done interviews and organized a global team for the rollout. You’ve pulled out all the stops and received word that you’ve been awarded the contract. Sort of.
At the final stage, the buyer asks you to “come in to work out the key terms and conditions” in person with the CFO, purchasing leader, and the one business buyer you’ve worked with for the last nine months. You show up to the meeting scheduled for 8:15 a.m. and sit there for 75 minutes. Waiting….