Page 108 · Module 04, Sell Like a Pro · this screen continues that page
All 108 frameworksPipeline Review - Deal Health Check
Your pipeline looks healthy but your close rate is lower than expected. Deals sit in the same
The prompt
Copy & paste readyLabelsReplace theseSwap the role below
Pro tip, from the book
The most honest pipeline review question is: 'If this deal were to close, what would have to happen in the next 7 days?' If you can't answer that specifically, the deal has no momentum. Deals without momentum don't close, they disappear.
Who should run this prompt
Module role profileWho should prepare and run your sales conversations? Every stage of a sale requires a different mindset. The person who writes great cold outreach thinks differently from the person who closes enterprise deals. The buyer's procurement officer thinks differently from both. Use internal roles to prepare and execute. Use outside perspectives to find the objections, hesitations, and real decision criteria before they surface in a live conversation.
Choose any role to drop it into the prompt above. Only the highlighted opening clause changes — the rest of the prompt stays exactly as printed.
◆◆◆◆◆ → ◆ seniority, board level down to specialist◈ outside the organisation
How to make any role sharper
- Add years of experience: "...with 15 years in enterprise SaaS" produces different depth than just the title.
- Add what they care most about: "You care most about [X]" shapes every word of the output.
- Add their communication style: "Be direct. Flag risks first. No jargon." changes the tone entirely.
Use this when
The problem it solvesstage for weeks. You discover deals are stuck or dead - too late to recover them.
How the framework works
From the printed pageA Deal Health Check is a structured review of each active opportunity against a set of objective criteria: Is there a confirmed problem? Have you spoken to the real decision- maker? Is there a defined budget? Is there a timeline with consequences for missing it? Have objections been surfaced and addressed? Is there a mutual next step with a date? Deals that can't answer all six questions are at risk regardless of what the CRM stage says. AI can conduct a deal health review when you describe the deal's current state.
The method, in four moves
Do these in orderReview every deal over 21 days old against the six criteria every week.
Any deal without a confirmed next step with a date is not active it is stalled.
Move stalled deals to a nurture sequence rather than leaving them in the active pipeline.
Use the output to identify your one highest-risk deal and take action this week. Know which deals will close before your forecast does Six yes-answers don't guarantee a close, and one "no" doesn't mean walk away. Deals are made by people, not checklists - a stalled deal with a strong relationship can still move. Use the health check to focus your attention, not to make the decision for you. Don't let a scorecard replace your judgment.
Where the framework comes from
Salesforce / CRM methodology — pipeline management best practice
Pairs well with
As printed with this frameworkModule 04 — Sell Like a Pro
Build a machine that turns cold strangers into paying customers.
11 frameworks, printed on pages 91–112.
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