Chapter 4

Why do nearly signed deals die?

Đơn sắp ký thì chết vì đâu?

The chapter's question

How do I keep this deal moving?

Big idea

Deals that die at the last minute usually lose momentum, not trust.

In this chapter

  1. Part 4.1

    A Shared Plan to Signature

    Do both sides have the same task list and dates?

  2. Part 4.2

    When Your Champion Disappears

    If my champion leaves or changes role, what do I do?

  3. Part 4.3

    End-of-Month Pressure

    What does pushing a customer to sign before month-end ruin?

  4. Part 4.4

    When It Slips

    When it slips into next month, whom do I tell, and how?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of From Yes to Signature is free to read right here.

Read in Conan School

Chapters of From Yes to Signature

  1. 1.They said yes, so why no signature?
  2. 2.Is procurement a blocker, or another buyer to win?
  3. 3.Is leaving contract terms until last really safe?
  4. 4.Why do nearly signed deals die?
  5. 5.Does my job end at the signature?