We Got A Deal
I send out a lot of estimates and proposals, it is part of what I do everyday. And honestly, we close a nice percentage of those deals, even though I am a horrible sales man. Some of those deals close quickly and some close after over a year after first contact. Why do some deals close quickly and some take years to close?
This week we closed two deals, one was about 5 months of meeting and demoing, while the other were two 10 minute phone calls. Both deals were substantial in dollars, both deals were important to the organization, but one took less a few hours to close and the other took months. Why?
I don't know the answer but I am sure there are many factors. I will list some but if you know of other's do share below.
- Project Price
- Organization's cashflow or investment capital
- How important the software is to the organization
- Will processes within the organization change
- Nature of decision maker
- How quickly does it need to be live
Why do you think some organizations make decisions quickly, while others can take months or even years?
Published May 14, 2010 by:
Barry
Barry Schwartz is the CEO of RustyBrick, a New York Web service firm specializing in customized online technology that helps companies decrease costs and increase sales. Barry is also the founder of the Search Engine Roundtable and the News Editor of Search Engine Land. He is well known & respected for his expertise in the search marketing industry. Barry graduated from the City University of New York and lives with his family in the NYC region.
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3 COMMENTS
posted by on: May 17, 2010 12:32pm
As well as the "level" of the C-level exec you're meeting with too....ie the higher the level, the better chance you have to close immediately. At lower levels, we've found that sometimes closing can take a month or more, for the proposal to travel thru various levels as it moves up to the decision maker. That said, it really DOES pay to get to the highest C-level exec you can, eh! Damn gatekeepers anyways
posted by Leon Schwartz on: May 16, 2010 01:42am
Most important is the client organization's decision style and complexity (often related to size).
posted by air jordan 5 on: Jun 11, 2010 05:05am
Knowledge gives weight, gives glory to achievement, most people only see the glory, not to weigh the weight! http://www.canno-tmake.com