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Account Executive

Challenging a prospect

Hey savages,

Looking for any advice on challenging a prospect when they don't follow through with agreed-upon next steps. An example being that a prospect said that they would be able to review the the proposal and make a decision by a certain day, that day comes and they need more time. Getting pressure from management to hold prospects accountable to their words as we try to close out the month. I appreciate any advice.

👑 Sales Strategy

📈 Closing

☁️ Software Tech

16 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

As soon as you figure out how to get a prospect to do something now, let me know.

When they tell you a certain date, set a meeting with them as a follow up so at least it’s on their calendar. Things happen to delay decisions all the time, best you can do is CYA.

punishedlad

Tycoon

Business Development Team Lead

Having follow up meetings scheduled has been huge for me, even if you just pose it as a check in. If they're not ready to meet at the scheduled time, you at least have another touch point and can schedule something further out.

It's helpful to create a low pressure deadline for a prospect.

oldcloser

Arsonist

💀

All the about the relationship you've got with said prospect. If you were the best man at their wedding you'd have a different talk track from where you are right now.

Know anything about them personally? Like... did they lose their lucky 5-iron in the lake on the 14th hole at SpyGlass hill? Send them a new one and make it quid pro quo.

Otherwise, if the distance is wide and the communication is sparse, you might just be better off asking your manager to make the call. Let them navigate their way around "big discount to get it in today."

Next time, look for leverage.

FoodForSales

Politicker

Not sure how to force a prospect to do anything.

Just keep open and frequent communications with them.

saaskicker

Celebrated Contributor

Enterprise AE

*void the proposal*

Dear Prospect - looks like we're not aligned on timelines. Let me know when this is a priority for you.

Thanks,
Howsyourmonday

or when you present pricing. and have agreed on a timeline.

Sign by May 30th : $100/mo
After May 30th $200/mo
"finance will not let me hold this pricing for more than X days"

poweredbycaffeine

WR Lieutenant

☕️

These are still soft because if the prospect says "I'm ready" May 31st...you know you'll give them the $100/mo.

saaskicker

Celebrated Contributor

Enterprise AE

fair - but that's still in the month for his/her forecast? insert shrug emoji.

dates were flex - would align them to a mutual action plan, i always blame finance for discounts going away. even if there's no finance team.

poweredbycaffeine

WR Lieutenant

☕️

So you...lie...to CYA. This is why many prospects don't take salespeople's deadlines and soft threats of discount expiration seriously. Especially sales leaders who are in the buyer's seat. We all do the same bullshit and know how to sidestep it.

Be transparent. Be specific. Be a professional.

CuriousFox

WR Officer

🦊

I think I'm one of the few that if I get to the point of giving a deadline/expiration, I honor that shit. 🚽

Sunbunny31

Politicker

Sr Sales Executive 🐰

If there’s no real reason to make a decision by a certain date, “deadlines” often slip. If there is a compelling event (budget cycle/funding, expiration of a contract, need to have something set up ahead of a product release or event) you have much more leverage to shepherd the deal along and keep them on their timeline. Otherwise, you’ll need to be better at forecasting based on the lack of a time bound event, and realize that these deals are much more likely to not close on time.

Armageddon

Opinionated

Enterprise Account Executive

Straight shoot level set.. Hey, im getting pressure from my team to move this along. Maybe I'm just being neurotic but I'm getting the sense there isnt a real project here, can you help me understand why its taking so long to make a decision?

Kosta_Konfucius

Politicker

Sales Rep

Honesty works both ways, let them know the pressure you are under and they will be honest with you.

CPTAmerica

Opinionated

President/CRO

It’s hard to put pressure on late in the game. You’ve gotta build this into your sales process so it doesn’t come out of left field.

Maximas

Tycoon

Senior Sales Executive

Only prob is they're not on quota we're, that's why it sounds easy for em to delay!
So, best way to deal with it is to give em another time+follow up constantly.
And eventually, if you feel that they don't respect their word intentionally/not interested but didn't say it or even keep ghosting on you for no reason, then it's time to drop em off your pipeline list with no return!

goose

Politicker

Sales Executive

“Hey prospect, it seems like this isn’t a priority for you.”

dorsiacro

Politicker

Account Executive

I've always found it helpful to lead every call/presentation with a "mutual action plan" where I lay out the typical steps I need to hit in order to get a deal done and a timeline for how long everything typically takes and I share it with them (can just be an Excel sheet)

This way, we can lay out the whole process and I can keep them honest about timeline and what we will need to do next. Keeps people in line

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55Burgers55Fries55Tacos

Challenging a prospect

16 comments

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