I hear the same three words in deal reviews all the time: “This one's different.” It almost never is. Here's the tell most sellers talk themselves right past.
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If you prefer to read - here is the transcript:
Too many times when I'm working with sellers on managing opportunities, I get the same response.
“Yeah, I know, I know. But this one's different. This one's odd.”
I really want you to stop and pay attention to your gut. Feel your spidey senses. Everybody watching this has had that feeling where something in your stomach tells you this just doesn't feel right, and you persevere anyway.
Maybe it's because you want the deal to close. Maybe you've got nothing else in the pipeline. I was doing a deal review with a client who had an $800,000 opportunity, and he was insistent that the plant manager had final sign-off. Why? Because he'd done a lot of deals with this plant manager before, and they always signed off.
But those deals were all $100,000, $150,000, $200,000. Now he had an $800,000 deal that, like his other large accounts, needed to go through legal review and purchasing review.
He'd been through this before. He knew it didn't feel right. But he liked the message the plant manager was giving him, so he chose to believe it.
He ignored his gut. And of course, as soon as purchasing and legal got wind of it, they went to RFP.
Always trust your gut, then double-check it.
Check with a manager. Check with someone else in the operation.
Get a fresh set of eyes and say, “I'm feeling odd about this opportunity. It doesn't feel right. What should I do? What do you think?”
Every time you do that, you'll uncover something you were missing, and you'll close the opportunity more easily and more quickly.