Buyers focus on two big things when they engage with a seller.
Need & Budget.
They want to really dig into the need for their business and do the numbers work for them.
To understand if the buyer is right for Q4 and will close in the next 4-5 weeks, listen to how they talk.
Do they ask future state questions, like:
"When I bring this in, what does the process look like?"
"Will I need to hire additional staff after this."
"What type of return can I expect."
Short of getting questions like this, you may need to bump this prospect to Q1 next year.
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