Winning New Business For Dummies by Stuchbury Stewart

Author:Stuchbury, Stewart [Stuchbury, Stewart]
Language: eng
Format: epub, mobi
ISBN: 9781119281665
Publisher: Wiley
Published: 2016-12-26T16:00:00+00:00

Structuring the deal — the topic of this chapter — is something you shouldn’t leave for the end of the sales cycle after you’ve achieved the yes decision. Although the end is the time for formalizing the deal, setting up the deal structure is a natural part of the sales process, and elements of it will come into various discussions with your prospect along the journey.

As the buying cycle progresses toward the deal structuring, you may find that the prospect’s decision-making unit (see Chapters 9 and 19 ) expands to include purchasing or that the purchasing function comes to more prominence. It’s important that you don’t allow them to take over. It’s your deal, and you need to be prepared to take a tough stance as you set the ground rules. If you fail to do this right from the start, then you run the risk of losing control at a vital stage and may end up being run ragged to someone else’s agenda. It’s also important that as a new business salesperson, you own this process on behalf of your company. Don’t leave it for contracts administration or anyone else. Don’t duck it. Leadership is required, and it’s your responsibility to provide it.

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