KingofGIF

Help getting contracts signed before EOM?

Got some deals coming in soon rolling over to Q2, but I need to move them back a day or 2 for my numbers.

Got some advice as to how best approach this? I'm in good terms with these folks and everything's fair, I just need the advice and wise from the savages around here.

XOXO

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13 comments

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E_Money

Big Shot

💰

If you're on good terms then just ask and be honest. They understand (or should) that you are in sales and should be open to helping you out.

TennisandSales

Politicker

Head Of Sales

agree! If you are really on good terms, let them know.

"hey sandy I know you are excited about this project to start, I have a favor to ask you. It would really help me out personally if we were able to get these contracts signed by the end of the month. I know this is a little selfish but I wanted to know what we would need to do to make that happen? Do you think its possible? "

and see what they say, if they say no, then at least you know haha

Pachacuti

Politicker

They call me Daddy, Sales Daddy

You have today, tomorrow, and Thursday to close them and you think they might come in on Friday or next week? You might be able to fudge Friday, but next week is often difficult unless they are dated by the client as this week and just sent next week.

You have 2 options IMO: (1) call the client(s) and just ask them if they can send by Thursday. Give them some reason or just tell them the truth. (2) Check internally to your company if its possible to have an April 4-8 contract count for Q1. Tell your boss the signer is on Spring Break or something this week. In a smaller company they can have some flexibility (sometimes).

Good luck!

FormerStartupJobHopper

Tycoon

I'm in smb and mid market, and shit on it if you will but we anchor heavily on negotiations and discounts. If there is any ask at all beyond upfront credit card payment for the list price quoted, the answer right now is "sure, but only through 3/31".

Other than that, I'm about to do what a few people have already said myself. "Hey, if you are goinbg to execute this anyway, any way to do it by EOD Thursday? It would be a big help for my Q1".

DungeonsNDemos

Big Shot

Rolling 20's all day

In your sales process, what have you been anchoring to?

Do they have implementation dates or specific initiatives that purchasing your product gives them the ability to do/finish/start/meet?

Unfortunately unless you didn't uncover in discovery why they need your product, and when, it can be really difficult to push over the line at the end of the quarter (unless you had already determined that this week is a crucial date).

Pushing to "Close it" early before EOQ is selfish on the sales person's part. That or it's a race to the bottom and they've just been holding out all quarter to bust your balls for a fat discount because they know they can.

ChumpChange

Politicker

Channel Manager

Lead with the truth and be upfront about it. Don't ruin your integrity and reputation chasing the dollar.

ChunkyButters

Tycoon

As a lot of people mentioned, be honest with them:
"Hey, Slut I know you're excited to get rolling. No secret, it's the end of our quarter here at SlutFucker420. It would help me out greatly if we can get contracts executed by end of day on Thursday. What would you need to get that done?"

During your discovery you should be anchoring around a timeline. Some event that they need your product by. Use this in combination with the above to drive urgency.

Last, but not least, what is in it for THEM to get this across the line? Giving out discounts sucks when they can't get it across because they will want the same discount on April 1. Discount, contract terms, a blowie, etc. are good plays depending on your relationship. Don't give this out until they say it's actually possible to get done by EOM. Some organizations just aren't set up to accelerate approval by a couple days.

Honestly, it's a bit late in the game. I have the "What can we do to get this done by EOM" conversation the FIRST WEEK OF THE MONTH. During the last week is too late.

TheNegotiator

Arsonist

VP of Sales

Call, beg, offer sexual or otherwise illegal incentives. Profit.

Blackwargreymon

Politicker

MDR

If you're on good terms then just ask and be honest. They understand (or should) that you are in sales and should be open to helping you out.

goldenlazard

Politicker

Senior SDR

Turn up at their kids school in a white van and black balaclava….

Diablo

Politicker

Sr. AE

You have some great comments here - I would try to leverage my existing relationship with them to see if they expedite it by a day that will help me and not create any issues for them. If not, I would use a different strategy of passing off additional benefits if they signup before 31st.

Justatitle

Big Shot

Account Executive

If you are on good terms, then it’s really easy, “hey our EOQ is Thursday and I know you are going to sign and I kind of need this. Can you sign by Thursday?

Error32

Politicker

ISR

see who is giving away the coolest swag and snag some.

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