We’ve made it! From A for Acceptance all the way to the final letter of the alphabet. It’s been quite a journey, and I’m so glad you’ve stuck with me. To wrap up our series, we are looking at Z — Zooming into Details.
My mentor used to drum this into my head constantly: "The devil is in the detail." When you’re starting out, it’s easy to get swept up in the excitement of a "Yes" and the rush of closing a deal. But if you don't take the time to zoom in, that big win can quickly turn into a massive headache.
The Fine Print of Your Own Success
Before we even talk about clients, let’s talk about you. Do you truly understand your commission structure? I’ve seen sales reps celebrate a deal only to realize they hit a "band" or a threshold that actually reduced their payout because they didn't account for certain costs or discounts.
Zooming into the details of your own contract ensures you aren't working for free. Understand the tiers, the accelerators, and the deductions. Knowing the math keeps you motivated and ensures your hard work translates into the bank account.
Deliverables: The Boundary of Your Sanity
When it comes to the customer, the contract is your shield. Before you sign on the dotted line, you must check the actual deliverables.
I’ve learned the hard way that sometimes deliverables are so stringent—or the scope is so vaguely defined—that the project ends up costing the company (and your reputation) more than it's worth. This is especially true in project management sales where "scope creep" is real. You know the drill: the client keeps changing the requirements midway through.
If you are intimately familiar with the nitty-gritty of the agreement, you can:
Steer the client back: "I'd love to add that feature, but per our agreed scope on page 4, that would be an additional phase."
Maintain your sanity: You won't feel like you're drowning in endless, unpaid requests.
Protect the margin: You ensure the deal remains profitable for your organization.
When in Doubt, Zoom Out (and Ask!)
If you’re looking at a contract or a requirement and something feels "off" or unclear, never shy away. This is where you lean back on Q – Ask Questions.
There is no shame in saying, "Could we clarify exactly what 'on-site support' entails in this context?" Asking the "dumb" question now saves you from the "expensive" mistake later. There is almost always a "catch" somewhere—your job is to find it before it finds you.
Crossing the Finish Line
As we close out the ABCs of Sales, remember that being a high performer isn't about one big talent; it's about the collection of these small habits—from kindness and values to work ethic and, finally, the discipline to zoom into the details.
Thank you for being part of this series. Now, go out there, be authentic, and close those deals with confidence!
What’s the smallest detail that ever "saved" or "sunk" a deal for you? Let's swap war stories in the comments one last time!
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