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

Question

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.

*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.

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?

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.

Accepted Answer

Truthfully no, if they back out because if “pressure” they weren’t that serious to begin with.

Answer

I think there is an art to pressuring. For me, I’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.

Answer

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.

Answer

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!

Answer

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

Answer

Pressure to buy is tough.  It is a sign that you are in it for yourself and not the prospect.

Answer

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 didn’t appreciate being pressured and that they would not be moving forward with our solution. My boss was CC’d on the email and he demanded that I not answer his email… he told me that they would sign and just let them be.

2 days later - docusign executed

Answer

YUP- On a few occasions leadership managers made me do shit and then we lost the deal.

Answer

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

StringerBell

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

17 comments

StringerBell

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

17 comments

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