How to stop wasting your time on deals that won't close
Look for these deal signals
As a salesperson, your most precious resource is your time. You want to spend it wisely. To do so, it's important to be able to accurately assess which deals are likely to close, and which are not.
For context, there are 3 types of deals in sales:
Deals that will close without much effort.
Deals that will close if you put more time in.
Deals that won’t close, no matter how much time you spend on them.
It’s usually quite easy to identify the 1’s because you can feel the momentum in the late stage of the sales process carrying you to the finish line.
But it’s harder to separate the 2’s from the 3’s because they both feel like they are losing momentum as you progress through the sales process. As a result, you put the same effort into both, only to find out much later on that you were wasting your time.
What if you could figure this out sooner?
Enter deal signals—specific data points that help you focus on the 2’s and cut your losses on the 3’s.
Deal signals are grouped around answering 4 questions: