From fishing to catching the opportunity
In Sales there is this very special moment where you as a salesperson know that, if all goes normal, you will be able to close the deal. Let’s call it the click moment. It is hard to predict when exactly you reach this point. One thing is for sure: without asking the right questions at the right moment at the right person it’s not even possible at all.
Up till the click moment all the activities done on the opportunity are a cost, without any certainty about a positive end result. And once you took the click, it turns into an investment because the forecastability raised. The sad news is that from the click moment on, you can only lose the deal, because in your head, it was already won. The fish is on the hook, up to sales to catch it.