Deal Control in the Final Stage

Deal Control in the Final Stage

Purpose of This Lesson

To prevent deals from stalling at the finish line.

6.1 Why Deals Stall

Deals stall because:

• No clear owner
• No deadline
• No internal champion
• Fear of decision

6.2 How to Maintain Momentum

You must:

• Define next steps clearly
• Set timelines
• Identify internal champion
• Reconfirm value regularly

Example:

“What would need to happen internally to move forward this month?”