💡 Tip — Day 214
A buyer says, “We need this live by October 1,” while the signature date remains “sometime next month.” The implementation calendar makes both dates impossible. Work backward from their outcome: “To be live by [target date], we’d need to begin implementation by [start date], which means completing the agreement by [sign date]. Does that timeline work on your side?” This anchors the close date to the buyer’s goal—not your forecast—and surfaces delays while there’s still time to solve them. 🎯 Try this today: For one late-stage deal, fill in the three dates in that sentence and add it to your next-step email.
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