Some deals need a plan
This is about a deal that is particularly important to you, or one that has been stuck for weeks. The customer hasn't been in touch, a competitor's offer is on the table, or you sense that something is off without knowing exactly what.
In cases like these, following up more often rarely helps. What helps is to pause and go through the deal once with a clear head:
What do we actually know? Facts, not assumptions. What did the customer say, and what didn't they say?
Where is the real cause? “Too expensive” can mean that someone else in the company still needs convincing. “We'll be in touch” can mean there is an open question nobody has voiced.
What options are there? Not one but two, with an honest assessment of why each could work.
What is the smallest next step? Something the customer can easily say yes to.
These questions are at the heart of any sales deal strategy. In practice, people rarely answer them alone, because their own view of the situation is no longer fresh.
With Fioro
Work out with Fioro what the deal hinges on
The coach in Fioro keeps its own notes on the people involved and on what a deal hinges on. Its memory builds up from your conversations, uploaded documents and call notes. In the strategy session the coach asks targeted questions and names the reason as it sees it. At the end you have two options, each with an assessment of why it could work.
Tell the coach which deal is worrying you. It brings along what it already knows about the customer.
Confirm its assessment or correct it, so you start at the right point.
Choose one option and put the next step into practice straight away, e.g., with an email draft, a coaching session or a roleplay.
Freddy
Your coach in Fioro
Let's think the Becker deal through. What do we know, what are we missing, and how do we win it?
Mr Becker liked the concept but found the monthly rate too high. The calculation with a longer term that you promised hasn't gone out yet. His daughter takes over the business next year and so far has only asked about maintenance costs. My guess is that the real hurdle isn't the price, but that his daughter isn't convinced yet and will have a say in future decisions.
Do you see it the same way? Then I'd have two options for you.
Frequently asked questions
When is a strategy session for a deal worth it?
As soon as a deal stalls, it pays to go through it with fresh eyes. The Fioro coach can also do this in a voice call, with everything it knows about the customer.
What does a deal strategy do for closing the deal?
A good strategy shows what the deal really hinges on and turns a vague feeling into a concrete next step. The Fioro coach names the likely cause, suggests two ways forward and helps you take the first step straight away, for example with an email draft or a roleplay.
How can AI help with sales deal strategy?
An AI helps most when it knows the customer and the history so far, rather than just giving general tips. The Fioro coach understands the connections from your past conversations and gives you two concrete suggestions for moving the deal forward.
From the Fioro Method
Follow through
Chapter 3.4 · Read the chapter
About Fioro
Fioro is the AI coach for sales teams. You practise customer conversations in realistic roleplays and prepare real meetings with a coach that remembers every conversation.
