The analysis of this sale has identified several problems that will either delay the sale or keep it from ever closing. From the buyer's viewpoint:

• There is no opportunity to gain
• It is not an urgent matter
• There is no personal benefit
• No one is enthusiastic about the sale
• Plus many other problems

The analysis indicates that other sales would have greater potential of closing.

Out of the seven sales opportunities that this sales rep is working on, two have been rated with a high potential of closing. The analysis considers:

• The needs of the buyers (decision makers)
• Benefits to the buyers
• Risks to the customer
• Contract requirements
• Roadblocks identified

You will be able to quickly identify the winners from the losers and focus your efforts on the sales with the greatest potential to close.