Chapter 3

What harm do dead deals in my pipeline do?

Giữ cơ hội chết trong danh sách có hại gì?

The chapter's question

How many opportunities in my pipeline are actually dead?

Big idea

A pipeline full of dead deals gives a false sense of safety and makes the forecast completely wrong.

In this chapter

  1. Part 3.1

    Signs It's Over

    Which three signs say it should be closed out?

  2. Part 3.2

    What Closing It Costs

    Does marking it lost cost me anything?

  3. Part 3.3

    Why Sellers Hold On

    Am I keeping it out of hope, or because the pipeline would look thin?

  4. Part 3.4

    Coming Back Later

    After how long is getting back in touch sensible?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of When They Say No is free to read right here.

Read in Conan School

Chapters of When They Say No

  1. 1.Is an objection a wall, or a map?
  2. 2.Is silence a no, or a question nobody asked?
  3. 3.What harm do dead deals in my pipeline do?
  4. 4.Did I lose on price, or something harder to admit?
  5. 5.Does no today mean no forever?