It’s easy to think if you can sell one person on your product or service then you have made the sale but are you taking into consideration all of the variables?
As an example, you might be selling real estate and show the client the “perfect house”. They can check off all of the boxes on their wish list and are agreeable to the price. While this might seem like a “done deal” it might be far from that.
Can the house pass the house inspection?
Can the client get the financing needed to close the deal?
Is that person really the final decision maker? (might there be a spouse, child or parent who has more influence than you are aware of?)
Knowing all of the variables might make you more realistic when it comes to closing the deal.
Have a great day!