Glossary
Deal killers
Negative factors that can prevent a deal from happening.
Deal killers are things that can prevent a deal from happening. Opposite from buying criteria, which positively draw prospects closer to buying, deal killers can ruin any good deal.
Deal killers typically fit in one of four categories: Timeline; Risk or discomfort; Decision making process; Competition. Here’s an example question for drawing out each of these deal killers:
—Time: Are there any critically important dates on your timeline?
—Risk: If we fast forward here to the point where you decide to move forward with us or another vendor, what are you more worried about? What could you see yourself having buyers remorse from?
—Decision making: How are you making this decision? Who’s involved with that process and how do you all typically decide these things together?
—Competition: We’re not your only option. We may not even be your best option. Have you considered working with anyone else?
All sales reps must work to uncover and resolve deal killers. If you ignore deal killers during the sales process, the prospect is far more likely to go dark or give you a “maybe” during the closing process.
Deal killers typically fit in one of four categories: Timeline; Risk or discomfort; Decision making process; Competition. Here’s an example question for drawing out each of these deal killers:
—Time: Are there any critically important dates on your timeline?
—Risk: If we fast forward here to the point where you decide to move forward with us or another vendor, what are you more worried about? What could you see yourself having buyers remorse from?
—Decision making: How are you making this decision? Who’s involved with that process and how do you all typically decide these things together?
—Competition: We’re not your only option. We may not even be your best option. Have you considered working with anyone else?
All sales reps must work to uncover and resolve deal killers. If you ignore deal killers during the sales process, the prospect is far more likely to go dark or give you a “maybe” during the closing process.