How to prevent deals from slipping

Today I share the importance of understanding a customer’s Purchasing Process to avoid deals from slipping or apply unwelcome pressure onto your clients.

Here are the key questions to ask:

  1. One you’ve secured a yes, what happens next?
  2. Do they have a PO process, and what does the approval process look like for that?
  3. When you issue a Purchase Requisition (PR), who else has to approve and are they aware of this request?
  4. How long does your PR/PO process take once you’ve submitted the request
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