This week is the end of my Q2 and I have a deal in the pipe very near closing. Legal is doing their redlines thing, final approval on price is pending, but things are looking good. Logistics are really the only thing holding us up from signature at this point. I told the prospect that the discounts we've quoted are contingent on a 7/30 signature or earlier - pretty typical sales procedure to help speed things along. When these sort of circumstances come up, do you stick to your guns and raise the price after the "deadline" or let them call your bluff in fear that a price raise will kill the deal? Every deal has it's own unique characteristics, so I'm anticipating a lot of "it depends on..." answers, which is fine. But what's your thought process or criteria for these situations? What are you willing to bend on? How much rope will you give the prospect? If you do raise the price, by how much?
For mine, I think I'll stick to my annual cost quote, but raise the implementation cost by a bit. (I work in SaaS)
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