Why Most Business Deals Don’t Close — And How to Fix It In business, many people believe deals fail at the final stage — pricing, negotiation, or hesitation. But the reality is different: Most deals don’t fail at the end. They were never real to begin with. At MRZ Canada Inc., we’ve worked with many businesses across Canada, and one pattern is clear — the biggest mistake is not closing… it’s qualifying. The Real Problem: Chasing Instead of Qualifying Many business owners spend time: Following up repeatedly Adjusting prices Trying to convince But they forget to ask: Is this a real opportunity? If not, you’re not working on deals. You’re working on conversations. The 3 Factors That Define a Real Deal Before investing time, every opportunity should be evaluated using three key factors: 1. Budget Does the client have the financial capacity to proceed? Without budget, the discussion is only theoretical. 2. Authority Are you speaking with the decision-maker? If not, your proposal may n...