NOTE: book is live on Amazon
And here’s an idea to noodle on…
If your deal is stuck, here’s a framework that can help:
Pain – Power – Plan
Pain – did you uncover enough pain to warrant the investment, or did you just skim the surface? Pain is clarity on the problem solved and its importance (priority) to the orgs larger goals.
Power – were you talking to the right person, or just someone willing to talk to you? The right person will see you as a potential solution, and help you navigate the organization.
Plan – was the plan forward clear & de-risked, or did it confuse and create doubt. People don’t want to look bad – they don’t want to fail…show them the path to their goals & their success.
This simple framework (Pain, Power, and Plan) can save a lot of deals from getting stuck.
- Identify what matters to them
- Talk to the right people
- Lay out a clear path
Pain, power, and a plan…
Hope this helps!