What is the best action for Kirk when signs indicate a deal is not progressing?

Evaluating the likelihood of making the deal happen is crucial in a sales process, especially when indications suggest that a deal is stagnating or not progressing as hoped. By asking himself about the likelihood of success, Kirk is engaging in a critical self-assessment that allows him to better understand the situation, identify potential obstacles, and reflect on whether the current approach is effective.

This reflection can lead Kirk to gather more information about the buyer’s concerns, reconsider the terms or value proposition being offered, and assess whether the relationship with the buyer is strong enough to warrant further effort. Such analysis can be instrumental in deciding the next steps, whether that means pivoting to a new strategy, adjusting the current offer, or determining the appropriate timing for follow-up.

By focusing on the likelihood of closing the deal, Kirk can make more informed decisions moving forward, potentially saving time and resources if the deal is unlikely to progress. This analytical approach is aligned with effective sales strategies that prioritize understanding buyer motivations and behaviors, making it a valuable action in response to red flags in the sales process.