Jake Burhans explains why you need all decision-makers in the room before closing a deal. Reconfirm timeline, pricing, and who's involved without rehashing everything. New decision-makers who missed earlier talks will push back harder on price, so build rapport with them first.
But so for this one though, like if they get back on the phone, you're going to have to confirm all the information with them again. Like don't like go through the process verbatim, but you're going to have to touch on what's going on, catch you up to speed, how soon you guys are looking to sell it now, confirm that, confirm pricing, obviously make sure that they're the only ones involved, but kind of get those pillars. One, just to confirm information, make sure everyone's on the same page. And two, to kind of build rapport with the other people because it's tough when you bring them on at the end because they've never spoken with you and then you're just sitting there trying to negotiate price, you know, and it could be tough.
