Check your perception before it kills the deal

At the end of a long call last week I asked the contractor: are we moving forward on this?

It wasn't a polite question. I genuinely needed to know.

I told them: I have the perception this is going well. That's why I'm asking. Because if I keep behaving as if my perception is right and it turns out wrong, we'll both waste our time.

You see, everyone in complex negotiation has perceptions.

The buyer seems to want the deal. The buyer's technical lead seems to agree. Finance is quiet, but it's probably fine.

Most of it goes unchecked.

But please do ask: "Where are you on this?" or "What would be the reason not to move forward?" or "Is there someone else who needs to be in this room?"

You ask it once and you wait. The answer either confirms that your assumptions were right, or the buyer surfaces something you didn't know. Either way you'll have a chance to adjust before the deal is dead.

A perception you don't check will kill your deals.

So buy the cheapest insurance in sales, confirm if your perception is right.