Deal-Defroster Deep Check

Is this deal still real?

Find out where your opportunity is getting stuck — and which questions can bring the deal back into motion.

9 diagnostic questions Deal probability Concrete playbook

No signup required. Instant result. Concrete questions for your next call.

Deal-Defroster Deep Check

Opportunity Requalifier

Take one specific deal from your pipeline and check whether it has real substance — or whether it is just keeping the forecast looking good.

Question 1 of 9 Situation

Situation

Do you know what’s going on internally on the customer’s side?

Not just that they are interested — but who is involved, what is happening internally, and how the topic is currently being evaluated.

Yes — the internal situation is pretty clear. Partly. I know the general context, but not all the players. No — I’m not really sure what’s going on internally.

Problem Clarity

Has the customer clearly stated the problem in their own words?

Strong deals rarely come from polite interest. They start when the customer sees and owns the problem.

Yes — the customer has clearly named the problem. Partly. There are signals, but the problem is still a bit soft. No — it sounds more like general interest.

Problem Clarity

Is it clear why this problem matters now?

A problem can be known — and still have no internal priority. What matters is whether the customer has a reason to act now.

Yes — the reason for the current urgency is clear. Partly. There is a trigger, but it still lacks sharpness. No — it doesn’t feel truly time-sensitive.

Impact

Is it clear what happens if nothing happens?

If the cost of inaction is unclear, doing nothing often becomes the easiest option.

Yes — the consequences have been discussed clearly. Partly. It came up, but we didn’t really go deep. No — we haven’t really talked about that yet.

Impact

Can the customer describe the business or operational impact?

It doesn’t need to be perfectly calculated. But it should be tangible: time, cost, risk, revenue, quality, or internal friction.

Yes — the impact is concrete enough. Partly. There is a sense of impact, but not real clarity yet. No — the impact is still very general.

Value Awareness

Has the customer described the value in their own words?

A deal gets stronger when you don’t have to explain the value — because the customer can already say why it matters.

Yes — the customer has described the value themselves. Partly. They understand the value, but it isn’t strong enough yet. No — the value is still mostly coming from me.

Internal Case

Can your contact sell the case internally when you’re not in the room?

In many B2B deals, the real selling happens internally — without the salesperson present.

Yes — my contact can explain the problem, value, and next step internally. Partly. They are positive, but probably not strong enough internally yet. No — the case would probably get soft internally.

Commitment

Is there a clearly agreed next step?

Not “we’ll get back to you” — but a concrete action, meeting, decision, or owner.

Yes — the next step is clearly agreed. Partly. There is a direction, but no real commitment yet. No — it’s still open what happens next.

Advance

Is the next step a real advance?

A real advance moves the deal visibly closer to a decision. A friendly “let’s stay in touch” does not.

Yes — the customer is taking a concrete action. Partly. There is movement, but no solid customer action yet. No — it’s more of a continuation than an advance.

Your Deal Diagnosis

Estimated deal probability 0%

critical open strong

Main issue

Most useful next step

Situation

Problem Clarity

Impact

Value Awareness

Internal Case

Commitment

Best next question

Your Deal Playbook

Open the phases that matter most for your next call. Weak phases are highlighted automatically.

Situation Understand the internal landscape

Goal: Understand how the customer is really working, evaluating, and deciding internally.

Who else is involved in this topic besides you?
How do decisions of this size usually get made in your organization?
What would need to happen internally for this to move one step forward?
Which teams or areas would be affected if you moved ahead with this?
Have there already been internal conversations about this, or is it still early exploration?
Who would benefit most if this issue were solved?

Problem Clarity Turn interest into a real problem

Goal: Move from polite interest to a clearly stated business problem.

What exactly isn’t working the way it should right now?
Where do you notice this problem in day-to-day operations?
What bothers you most about it?
How long has this been on your radar?
What made you start looking at this now?
If nothing changed, what would stay exactly the same?
Who feels this problem the most internally?

Impact Make consequences visible

Goal: Clarify why doing nothing may be more expensive than changing.

What is this currently costing you in time, energy, or revenue?
How does this affect your team or your customers?
What happens if this doesn’t change over the next three to six months?
Where does this create internal friction?
What risks come up if this keeps getting pushed back?
What would it mean if a competitor moved faster here?
How would you know this problem is getting bigger?
Which other goals or projects are indirectly affected by this?

Value Awareness Let the customer define the value

Goal: Help the customer describe why solving this would be valuable.

What would improve specifically if this were solved?
How would you know this decision paid off?
What would be a good result for you after 90 days?
What internal effect would this have if it were solved properly?
What would become easier for you or your team?
Who in the company would value this result most?
How would you explain the value internally?
What would make this move from “nice to have” to truly relevant?

Internal Case Make your contact internally fluent

Goal: Help your contact explain and defend the case internally.

Who needs to understand why this topic matters?
What would be the most important argument for that person?
What objections might come up internally?
What needs to be clear in an internal decision meeting?
How would you summarize this internally?
Which number, risk, or effect would carry the most weight internally?
What do you need from me to make this easier to explain internally?
Who could slow this down internally — and why?

Commitment & Advance Turn interest into movement

Goal: Turn an open conversation into a clear next customer action.

What would be the most useful next step from your perspective?
Who should be involved in the next conversation?
By when do you want to have internal clarity?
What concrete action would help both of us understand whether this is moving forward?
What would need to happen for this to become a real decision process?
Should we put the next step in the calendar now, or is the topic not far enough internally yet?
Can I ask directly: Is this a real priority right now, or more of an interesting topic for later?
How would we both know this deal is genuinely moving forward?

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