Always ask the 3 WHYs to close more deals | Sales Training
Channel: Better Presales with Sasha
Date: 13/04/2022

When to disengage a prospect in the sales process

Sometimes we're just not making progress on an opportunity and the best course of action is to disengage the prospect. But, how do we know when to do that, what are the signs telling us it's time to move to the next opportunity? Asking the 3 why medic questions will help do the root cause analysis and understand if we have a real opportunity.

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Credits:

Stop sign
P sign
F l a n k e r, CC BY-SA 3.0, via Wikimedia Commons

Highway sign:
ColdShine, Public domain, via Wikimedia Commons

Construction sign
Government of the United Kingdom – Department for Transport, OGL v1.0OGL v1.0, via Wikimedia Commons

Pedestrian crossing sign:
Lewis737a3nthony, Public domain, via Wikimedia Commons
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Chapters:
00:00 Let's talk about the signs
00:31 #1 Why do anything?
01:18 Like and subscribe to Better Presales
01:37 #2 Why do anything now?
02:07 #3 Why our product?
02:52 The 3 Whys