Recently I experienced a prime example of the importance of reading the room. It was an end of day meeting, our 2nd with the client, and all decision makers were present. It could not have gone better. There were no rolled eyes, no glances at the clock, and NO folded arms for the entirety of the meeting. We presented our price, all bodies slid forward, and not one gave a dissatisfaction signal. So, I did what any old closer would do...I asked for the business. We got our verbal YES and we were back to the office before traffic stalled to write up the final pricing, send relevant referrals and a sample MSA. What a BIG win right before the New Year I thought…until the phone rang the next day and we were invited out again to discuss in painstaking detail (2 hours to be exact) the 3 line items we glossed over in the previous meeting.
How did this happen?
Learn how this deal was resolved and gain tips on how to prevent this in the future.
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