Recruitee

I was just reviewing my forecast for Q4. Four deals are marked as "close to signing." I'm confident about two of them. For the other two, I've had the same response in my inbox for three weeks: "We'll get back to you next week." I no longer read a sentence like that as good news. That's not meant to be harsh. Usually, no one is to blame. An approval is missing, or the topic has internally slipped from being the top priority. That's why I now ask directly: "What would need to happen for this to work out this year? And if none of it is realistic, that's completely fine too." The conversation almost always becomes more honest after that. And I can move the deal in the forecast to where it truly belongs. To all of you sitting on the other side of the table: an early "This won't happen this year" is a gift for everyone in sales. For me, an open and honest exchange is always the foundation of every sales process. And let's be honest: it's much more pleasant for the buyer too, isn't it? What are your experiences? 🤔 No matter which side of the table you're on.