With the enterprise sales cycles normally lasting six to nine months, gaining a verbal closure from your Buyer puts you into the last stage of the sales process which is typically called Final Negotiations. While the automated computations of your sales CRM may put the odds of closure at ninety to ninety-five percent (90% - 95%), your actual odds probably fall into one of two categories. The first is a near certainty (somewhere around 98% to 99%) because the need is great and your solution is the clear winner. In the second, you are merely the top choice, so the actual odds are much lower (more like 75% - 85%).
In either case, more than at any other stage of the sales process, Final Negotiations will require you to put your sales strengths, particularly your listening and empathy skills to task. To execute the Final Negotiations process most effectively, you must have a clear understanding of your priorities and their relative importance to one another. While each business situation is unique, here is a standard priority order.
