I lost a $400K deal recently that I'd already gotten the verbal on.
Through procurement. Forecast. Committed. Then quiet.
Here's the part that still bothers me. I knew it was dead weeks before it died, because I have a tool that told me, and I didn't want to believe it.
I ran an analysis on my slipped deals this year and found a similar pattern in each one. I either never got to the real cost of the problem, stayed single-threaded and trusted my Champion too much or I ended calls with hope instead of a next step. Three different deals, same three misses.
None of them had anything to do with price.
On Wednesday, August 12 at 11:00 ET, I'm doing my free monthly session on the module I get asked about more than any other - Objective Negotiations - and the scorecard I use to measure the health of any deal with a number instead of a gut feeling.
I'll walk you through what negotiation actually is (it starts way before price), the Rule of Reciprocity and why most reps use it backwards, and how to build JB's Deal Scorecard with every give ranked easy to hard, every get ranked early to late, so you always know whether you're winning the deal or funding their evaluation.
I'll also break down the $400K deal, email by email, and show you exactly where the scorecard called it.
Bring one live deal. You'll score it before we're done. And everyone who registers gets the full scorecard builder to run with your own AI, free, whether you can make it live or not.
If your pipeline has a deal in it right now that's "waiting on a few things," this session is about that deal.
#MakeItHappen
-JB