Qualifying questions during the paper process stage

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What obstacles could get in the way of you making a decision?
5. Paper Process
I have to admit, I hate administrative stuff. It’s my least favorite part of sales, and it always seems to crop up right when I thought a deal was about to close. You can’t stop these things from appearing at the last second, but you can be prepared for them.

The paper process stage helps you uncover legal and administrative aspects of the sales process, like:

Contractual agreements
Terms and conditions
Service level agreements
Data protection terms
Custom pricing
Payment plans
Regulatory or compliance requirements
The legal process and legal approval
Complex licensing agreements
Think of it as the "fine print." It might give you a headache, but it’s easier if you tackle it head-on.

First, find out what the administrative hurdles are. Then, find out how to fulfill each requirement, the paperwork turnaround time, and who needs to approve and sign what. Use resources at your own company, like the legal and finance teams, to get the best (and fastest) resolution for both sides.

It’s a drag, but trust me—you’ll be happy you panama telegram data handled this paper process proactively at the end of the deal cycle.

include:

What can I provide to help you with the procurement process?
Are there any legal or compliance requirements we should be aware of?
What's the typical timeline for your procurement and contract review process?
6. Implicate the Pain
The deal isn’t closed-won yet. Now is the time to double down on everything you’ve uncovered. To do that, you implicate the pain.

You’ve already uncovered their main pain points—now, magnify how destructive these problems could be, and show how your solution solves them best.

The pain you identify at this point will be something like:

Lost revenue