in your case young but what's the
difference between the goals here
setting for pre-purchase planning and
the purchase itself huh
so until this stage it's really economic
buyer but after this
these people are more like a has veto
power and our go at this stage is to
close the deal and signed a contract
because even after they all agree on
what to buy
we still need to get projects I'd like
it if we don't sign the contract nobody
really knows what can happen so it's
important to push contigo department to
drop the contract and asked decision to
make up the sign of that contract as
straight as possible so at this stage
you're moving from one part of the game
you to the other party venue from
primary to additional right all right
and in your case
how long does it take it takes
independent company but I think usually
takes about 1 month and until you
mentioned earlier the importance of from
closing and i will not dig deeper here
because you know if you go through the
process and you demonstrate the value
shouldn't closing the deal we just
straightforward
yes a great question i mean that's a lot
of people say what do you mean it's just
you pre-purchase planning and then they
purchase it just happens it's obvious in
the real world all of us know I mean
that's not the way it works how many
times we had a verbal agreement on
something and we'll end the contract
never comes through where it doesn't
come through until three months later
those three months could kill you if you
can get it down to one month if you get
it down to one week and this is why in
business you have people who are closers
they know how to that you know you have
the sale you know the technical sales
will bring it right up to the to the end
line they think but then you need a real
closer to fought two to close the deal
to get the contract signed to figure all
the legal accounting issues and to go
back to it might be you know someone in
the additional but it might go right
back to the economic Byron say look we
have to get this done if we don't get it
done
we're going to have to move on to
somebody else and that's the essence of
sales closing the deal
it's like getting to the end with
winning but then you could be winning
the race but can you finish it out and
this is when you close the deal and
that's why I separate them so your
questions I hear it all the time is at
least one in the same and-and-and-and
often that purchasing requires even a
different mentality requires a killer
instinct to go in and just we're going
to get this done whatever the person
before that
yeah hunter yeah before that you can
have a farmer who kind of get everything
ready does all the analysis but then you
kind of have that killer instinct and
that's why separated and that's an
incredibly valuable person and you can
get them in the same person but often
when i was at IBM you have the systems
engineers who would do all the
pre-purchase planning and then they
bring in the salesperson and they would
close the deal and they didn't even
understand everything that was being
done there but they understood the
humans and the need to just get stuff
done GSD get stuff done and yana d
vision who is a close i'm sure you're
the closer for many of the deals but as
you guys scale you won't be able to do
all of it how you thinking about it but
i think still it's really key for us to
keep the relationship between management
of division and effective of our clients
because this step is really liked a
personal at the information exchange
between ass and exactly because only
executive can sign the contract so it's
not like it's tough for the junior sales
reps to have a phone call with executive
hey like that why you haven't signed
this contract right that's kind of
really rude so I think it's still our
job to really make it happen so this is
sea level to sea-level no great right
sea level being chief executive officer
achieving right I think that's important
i mean when i buy from somebody else and
there's a small company i don't i want
to talk to the to the to the founder to
the CEO because I it's a personal
commitment what we're talking about
companies like this you're putting
yourself on the line that these
companies are us through the people that
started at evision jaan i would want to
talk to you on if i did it i want to
talk to him so he in a sense the founder
are you the entrepreneur you are the
closer you
it sure took that responsibility long
glad you're taking this to heart and I
know you're very successful at that