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AE (Account Executive)

Contributor

Deal in verbal

How often do you follow up with a deal once they have verbally agreed to sign? I never know the balance. Customer agreed to sign and we are now working through details. I want to get them signed by the end of the week, but don't want to come off desperate. Any tips?
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CoorsKing
WR Officer
11
Retired King of the Coors Knights
You need to have an agreed upon signature date, if you don’t have one, ask for one and then hold them accountable. I would just ask: “what does the rest of your internal routing process look like, and is Friday a realistic possibility?” - see what they say & go from there
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
Once they've verbally committed, while they are still on the call with me,  I'd ask them (if I don't already know) what their process is.  Who needs to approve, do you need to get set up as a vendor (and what does that entail), who signs, when they want to sign, and when they want to get started.  Set a follow up as well to connect with them - "I'll send over the contract this afternoon.  What time works tomorrow to review and make sure the terms are clear?" or similar.   Find out how they send contracts in - do they scan and email, or use DocuSign?  

Sometimes I've collected this information along the way, but after a verbal commit, in those cases, I'll reconfirm:  "you said that the infosec is complete, but your IT director will need to approve.  How long will that take?" etc.   

If you are asking for the process while on the line with them when they give you the business, following up with them is on a schedule you've mutually agreed to, and you're not going to look desperate, you're going to look professional.
Justinian
Good Citizen
2
Sales Manager
This comment from @Sunbunny31 along with the comment below from @CuriousFox have nailed it. You should learn this information beforehand, reconfirm on the call, and then email the bullets to them to triple confirm. Then, you hold them to it.
SADNESSLieutenant
Politicker
3
Officer of ♥️
‘Yo fam, when you think we can sign this shit?’
CuriousFox
WR Officer
3
🦊
Send a recap immediately after that conversation with clear next steps outlining who is responsible for what and then send a calendar invite for the next appointment. Keep them accountable. 
JDialz
Politicker
1
Chief Operating Officer
Go through the DocuSigns with them while you’re still on Zoom with them. Field questions as they come up, if they still have them. Then sit in silence until they sign that shit.
TennisandSales
Politicker
1
Head Of Sales
is it possible to aline why you want it to be done by end of week to what they need? 

Anything about implementation that needs to be triggered that you can use?
Justatitle
Big Shot
0
Account Executive
Very important that you not only get the verbal commitment but that you also get the when of the signing. This way if they go past it you are well within the right to call and ask what the deal is
SaaSguy
Tycoon
0
Account Executive
Make sure you mutualize every single step on both sides necessary that ends with a signature and onboarding/implementation date
LordOfWar
Tycoon
0
Blow it up
I try to get an agreement on when it will come in writing and follow up 2 days after if it doesn't show.

Currently I use inflation as a reason to follow up, if they don't lock in within 2 weeks the price is liable to go up xx% 

It's never us triggering it, I always put the blame on our vendors.
AnchorPoint
Politicker
0
Business Coach
Set better expectations in the beginning... leads to easier close and better experiences for both.
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