by Sales Coach Karen

This is 3 of 3 emails in our 3R Velocity System series to prevent stalled deals.

Over the past two weeks, we've explored Reframe and Reveal. We've learned to check in with ourselves, change our lens to notice what others miss, and lead with authenticity to disarm and connect with our prospects.Now we're in a position to do something powerful: Revisit. Welcome to Revisit.

‍The Foundation That Changes Everything

Here's what we've discovered: Once we can see clearly through Reframe and connect authentically through Reveal, we're finally ready to go back to basics. Not the basics we rushed through at the beginning when we were eager to pitch. The fundamentals that actually matter.

Think about it—when we're performing the role of "expert salesperson," we often skip past the foundation to get to the "good stuff." We assume we understand the problem. We present our solution. We chase the close.

‍But here's the truth: Most deals stall not because of complicated objections or budget issues. They stall because we never nailed down the basics. And without that foundation, even our best efforts feel like pushing a boulder uphill.

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The Deal That Taught Me Everything

I learned this lesson working on a provincial deal that stretched for years. They had a problem that our solution addressed perfectly. We had great conversations. The technical fit was obvious. Yet somehow, the deal kept dragging.

I was working harder, not smarter. More calls. More proposals. More follow-ups. But something was missing.

Later, I found out our problem came in 7th on their priority list. Seventh. While I was pushing for urgency on problem #7, they were focused on problems #1 through #6. No wonder we weren't gaining traction.

But this deal also taught me what changes everything: the power of fundamentals done right.‍

A champion found me—someone who actually cared about solving this problem and was willing to work with me from the inside. Suddenly, I knew where we stood at all times. I had a capable person working on our behalf.I also started multi-threading, ensuring I was talking with contacts in all departments, not just my main point of contact.When these fundamentals came together, something shifted. The complexity of the deal started to decrease. I could see a clear path forward.This was the beginning of sales done right for me.

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Why Basics Aren't Basic

Here's what I've learned working with sales professionals: The fundamentals aren't easy. They're called basics because they're foundational, not because they're simple.Most salespeople skip them because they seem obvious, or they’re not the sexy, shiny new option. Of course, we need to understand the problem. Of course, we need buy-in. Of course, we need champions.But when we're in performance mode—when we're focused on demonstrating expertise and solely closing deals, rather than building understanding—we often assume these pieces are in place when they're not."Revisit" changes that. It's our opportunity to leverage the clarity and trust we've built to go back and nail down what really matters.

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‍Three Ways to Practice Revisit in Your Next Sales Conversation

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1. Revisit Problem Priority Ask the question most salespeople avoid: "Help me understand—if you had to rank your top challenges, where does this issue sit on that list?"Then dig deeper: "What would have to change for this to move higher up?"Don't just accept that they have a problem. Understand where it ranks against everything else competing for their attention and budget. Also, where does this align with their strategic corporate initiatives?

‍2. Revisit Solution AlignmentMove beyond technical fit to organizational agreement: "Who else needs to believe this is the right approach?" or even better flip it “ Who will think this is the wrong approach” unearth the objections, surface the “naysayers" and "What concerns might John  have that we haven't discussed?" Get them thinking like John.We often sell to one person who loves our solution, only to discover five others who aren't convinced. Get ahead of that.

‍3. Revisit Your FoundationAudit the basics honestly: Do we have a true champion—someone with influence who's actively working with us, not just someone who likes us?Are we multi-threaded across departments? Do we understand the real decision process? Who’s involved? Timelines? Competing projects? These aren't nice-to-haves. They're deal velocity accelerators.

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The Ripple Effect

‍When we master Revisit, everything changes.

We stop chasing deals that were never going to close. We focus our energy on opportunities where we can actually win. We build the foundation that makes everything else easier.

Our champions start working for us instead of just with us. Our multi-threading reveals insights we never would have discovered.Our understanding of priority helps us time our efforts perfectly.

Most importantly, we stop feeling like we're pushing deals forward and start feeling like we're guiding them to their natural conclusion.

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Your Next Step‍

This week, choose one deal that feels stuck and practice Revisit. Pick one of the three fundamentals and dig in. Ask the uncomfortable questions about priority, alignment, or foundation.

Remember, the goal isn't to gather more information. It's to build the foundation that makes everything else possible.

Until next time, remember: Sometimes the most advanced strategy is getting back to what actually works.

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‍PS If you’re eyes were opened with our 3R Velocity System and you are curious about how to implement it with your sales team, let’s Talk and see how we can help.