ThatNewAE

Account Executive - Mid enterprise

All the accounts you told “The offer is valid only till the quarter-end” and did not turn up.

New quarter start : What rebound message would you say to get them back in pipe again?

you told them that the discount / promotions are only valid till end of quarter. they still didn't turn up. What would you say to them ?

p.s- SMB sales, had to give off a few offers to get them in desperation.

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16 comments

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Notmyrealname

Politicker

Change your wording going forward. "The discount is only guaranteed until the end of the period. Predictability has a positive impact for both you the business and you'll pay them for it in the form of a discount. After the period ends you would need to get it reapproved but the case for it won't be as strong. It might get approved or it might not, but you won't know that until after the deadline."

Uncertainty messes with people. Not knowing is worse than knowing they won't get it. As well, you can't cave on a maybe.

braintank

Politicker

Enterprise Account Executive

You either jack up the price and risk losing the sale. Or cave and look like a jerk.

That's why I hate this "technique"

ThatNewAE

Big Shot

Account Executive - Mid enterprise

True. I feel like “Oh shit I’m stuck here” right now.

But there are many accounts that didn’t turn up even after the offer. Either way, I’d be the bad guy here.

TennisandSales

Politicker

Head Of Sales

yeah you will be the bad guy and chances are you will not win any of these accounts. so just give them a higher price so you can keep your word.

how often has this technique worked for you?

TennisandSales

Politicker

Head Of Sales

this is seriously the worst play you can do....ppl see right through that shit.

jefe

Arsonist

🍁

I always just level with people and ask them to sign instead of BS like this. As you can see, it just leaves you scrambling to try and justify/recover.

MCP

Valued Contributor

Sales Director

Clearly, the “deal” wasn’t what they needed. Be direct, ask them what kept them from moving forward. Ask them what will & then articulate how what you have will help them get there in the best way possible. Focus on desired outcomes, not discounting.

SADNES5

Politicker

down voters are marketing spies

Asking for the close works better than a false timeline. Work with them to keep moving the deal forward. Some folks understand the sales cycle some folks think it's just undo pressure.

salesVP80

Opinionated

VP Sales

It works for us each quarter. For those that don't take the bait, we remove the incentive OR if they still haven't signed by the end of the new quarter, we get it re-approved.

Justatitle

Big Shot

Account Executive

This technique sucks because if they come to you 1 week into the new quarter and say we’re ready to go but we need that deal you are going to offer it to them. Any good buyer knows that too

CuriousFox

WR Officer

🦊

I won't, and I didn't. I refuse to be bullied.

hocktony

Big Shot

smileNdial

As others mentioned, building a solid, value driven timeline is better than this technique.

To answer your question; silence gives power. Stay silent till later in the month, reach out with a value-driven email about them, and ask what happened?

You gotta assume that if price didn’t make sense at the “crazy end of quarter” rate, and they didn’t move forward, YOU missed a value/pain piece on their end. Go back to discovery/selling, then rebuild an engagement that makes sense

SaaSguy

Tycoon

Account Executive

You need to only offer incentives if its even feasible for the company to get through procurement in time to buy or if they have a critical event that falls within the quarter. If you just blast out emails to everyone offering incentives its definitely going to harm your brand.

DragonTiger

Good Citizen

VP of Sales

Just ask them when they want to make a decision next time and don’t send pricing until they have given you that timeline. They will get the best price if they sign at that time = predictability. At the same time send them a “buy whenever they want price” you are a successful salesperson who don’t have time to deal with companies without timelines.

Imstillonmute

Contributor

Account Executive

I think that you use the buy now vs buy later after they’ve already said, “ you are vendor of choice, just not sure if it’ll be this or next month” have your manager offer the additional discount. Outside of that specific scenario, not a big fan of that tactic

kelvin26

Fire Starter

administrative manager

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ThatNewAE

All the accounts you told “The offer is valid only till the quarter-end” and did not turn up.

16 comments

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