If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you would be well aware of the need to perform risk assessments on a regular basis wherever there was a serious threat of a hazardous situation.
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- Any other issue you are aware of but have not confronted: if there are any other issues the sales person has become aware of, but have not confronted or resolved with the prospect, the opportunity is at risk
And that is only a partial list of the most common factors. If any of the above risk factors are present, or if any of the risk factors are unknown, you must determine what action is required to mitigate the identified risk, and put that action plan into place.
Sweeping the issue under the carpet, or failing to ask the tough questions, is a recipe for disappointment and failure. You can do better than that. A little healthy paranoia is much more useful than a large dose of complacency.
These opportunity risk assessments are a core element of our Value Selling System. I’d be very interested in your comments: have I missed any other common risk factors? And after considering this list, how many of the opportunities that are currently being forecasted might be at risk?