The Audible-Ready Sales Podcast Closing the Sales Conversation
Nov 14, 2023
Patrick McLoughlin, a sales leader and practitioner, shares practical tactics for moving deals forward. He explains sending a pre-call agenda with purpose, process, payoff. He covers asking buyers how to proceed and probing breadth and depth through active listening. He also talks about managing call time and scripting post-call emails to align stakeholders and advance the next step.
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Why Deals Stall From Poor Qualification
- Poor qualification, missing economic buyers, unclear timelines, or wrong-fit accounts are primary reasons deals stall.
- McLoughlin notes these lead to weak pipelines where reps try to force deals through prematurely.
Set Calls With The Three Ps Agenda
- Set the call with the Three Ps: send an agenda with the Purpose, Process, and Payoff in advance.
- Patrick McLoughlin says this primes the buyer so the next-step request feels natural, not coerced.
Align Your Process To How Customers Buy
- A good sales process must align with how the customer buys rather than forcing your internal stages on them.
- When misaligned, reps push demos or proofs before the buyer is ready and stall deals.