The War Room
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Have you ever had someone pull out of deal because of pressure you put on them to sign?

almost happened to me but my champion talked them off the ledge. truth to be told I really wasn't that bad but I had an incentive for them and everything was done (legal/security/compliance)
I feel a bit bad because I don't want people to feel that way with me but I also think I was just doing my job.ย 
*edit* I want to add that I don't know how close they actually were or if that was serious. just that the signing authority was a bit upset with the pressure. looking back at my communication I was so respectful and always moving the ball forward with tangible updates.ย 
I have a fiscal requirement to bring in deals every quarter and they were financially incentived to sign this month and not next. So if I hadn't put the incentive to save them money and just let it close in July that would be better?ย 
The pressure came from the fact that I had to go through security, compliance and legal in 2 weeks rather than 4 to make it for this quarter.ย 
๐Ÿ“ˆ Closing
๐Ÿ˜ณ Ethics
โ˜๏ธ Software Tech
11
Justatitle
Politicker
+8
Senior AE
Truthfully no, if they back out because if โ€œpressureโ€ they werenโ€™t that serious to begin with.ย 
TheSolicitorGeneral
Politicker
+6
Small Market AE
I think there is an art to pressuring. For me, Iโ€™ve had past success with pitching the blame on finance i.e. finance has only approved discounts up to the end of the month etc.
goose
Politicker
+11
Sales Executive
This, we all know, is a lie. ย Buyers can sense it. ย If a sales guy pressured me with an exploding offer that expires on a certain date then I'm not going to trust that they are going to be around for the long term.
SaaSguy
Politicker
+5
Account Executive
Nah, you gotta have a reason to pressure them beyond just hitting your number. Always go back to the need/critical event you uncovered during discovery.
goose
Politicker
+11
Sales Executive
This is good. ย Any serious buyer should have a reasonable idea of when they need to implement your solution. ย Then you can use your backward timeline to settle on a reasonable sign date considering all that goes into the provisioning process. ย Do that correctly and you will have a solid close date for your deal. ย 

Failure to hit the close date puts the solution in jeopardy and that's the real pressure.ย 

Buyers don't buy things on your timeline; they buy things on their timeline.
SaaSguy
Politicker
+5
Account Executive
Agreed, you can certainly do things during your cycle that impact a prospects timeline, but ultimately its their timeline.ย 
CuriousFox
WR Officer
+11
Senior Account Executive
Sounds like the signer was upset with losing control. I've seen it happen. Stay respectful, make sure the implementation is successful, and show up to the first QBR and ask what went well and what could be better. Build that relationship boo!
StringerBell
Politicker
+7
Account Executive
Ya Iโ€™m going to be on their CSM and team throughout the implementation to make sure itโ€™s smooth.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
It hasn't happened to me, to be honest I don;t pressure a lot, I use reverse psicology, and it works great! Make them realize how good your product is, and why they need it and then just step back a bit, they usually come asking for more and you've got them
goose
Politicker
+11
Sales Executive
Pressure to buy is tough. ย It is a sign that you are in it for yourself and not the prospect. ย 

If I am really in need of a deal I've found that having a genuine conversation with my champion about my motivation can help move a deal. ย 

Something that sounds like "listen, Jimmy, I know this sounds salesy but if we could get this done it would mean a lot. ย Is there a reason this won't close by xyz?" can work in certain circumstances.
SlinginSoftware
Politicker
+6
Account Executive
Ive had a fake walk away from this. We had completed the POC, they had the funding and just would cut the PO. He told me that he didnโ€™t appreciate being pressured and that they would not be moving forward with our solution. My boss was CCโ€™d on the email and he demanded that I not answer his emailโ€ฆ he told me that they would sign and just let them be.

2 days later - docusign executed
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
YUP- On a few occasions leadership managers made me do shit and then we lost the deal.
Businesscasual
Opinionated
+1
Account Executive
itโ€™s always the managers and leadership. Itโ€™s like they forgot when they were in our shoes how little it actually worked.
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
It's amazing to watch how quickly people's perspective change once they stop being the ICs.
StringerBell
Politicker
+7
Account Executive
This was 100% as a result of leadership being up my ass because they needed it for their forecast
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
In zero way is that surprising
GDO
Politicker
+7
BDM
I know creating urgency is one of my weaknesses. When it comes to urgency I try to find a reason why they need it ASAP or why the discount is only limited in time. That s all I have tbh
3
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