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How do you all handle a situation where a prospect has a contract approved and is ready for signature, but one of their family members just passed away? Want to be extremely sensitive to the situation...feel there's never a "right" time to reach out and never want to be salesy...

πŸ‘‘ Sales Strategy
11
sales7
Politicker
+5
Sales Enablement Manager
Be very professional with it, offer your respects and maybe offer if there is someone else on their end who can work with you on it to give them the time to be with their family?
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
I 3rd this approach! Leverage empathy, but also offer the opportunity to take weight off of their shoulders and move the contract to another person on their team.
funcoupons
WR Officer
+11
up in Fiji, under paddy
I'd go with this approach. If they're the only one who can sign let them know you 100% understand, no rush, take your time and I'll be here ready to finish this off with you once you're back.Β 
TheRealVladimirPutin
Opinionated
+5
AE
A sale that took months to build can be destroyed in an instant with the wrong approach. I'd gauge it by the tone in their response, be willing to be patient and take a step back, and lead with empathy. Remind them what you're both building towards, but emphasise their well-being is the priority and you can get things done when they're ready.Β 
UserNotFound
Politicker
+9
Mid Market Manager
I've found that when a prospect is going through a tough situation (I've had several go through spousal cancer diagnoses) the best thing to do is offer condolences/support in a professional way; not "let me know if I can do anything" which is so disingenuous.Β 

More like "I am so sorry to hear that, you and your entire family will be in my thoughts/prayers/whatever you want to put here" then in a couple of weeks send an 'you have been on my mind, I don't expect a response but did want you to know that I've been [whatever you said last] of/for you and your entire family'.Β 

Then after another few weeks you're good to ask when is a good time to reconnect. This cadence has always worked well for me because it offers support, builds great rapport, and gives them a chance to tell you to work with someone else if the project is still a priority for their business.Β 
SalesSage
Valued Contributor
+5
National Account Manager
I think this nails it.Β  I just lost a parent and the first few weeks are easier than the next month.Β  I would give it some time before you turn back on the deal talk.Β  Just think of them working with only a half tank of gas verse the normal full for a while, mostly distracted and can't catch up feeling.Β  Just don't want to add to the stress, grieving is exhausting.
UserNotFound
Politicker
+9
Mid Market Manager
Really sorry to hear that @SalesSageΒ I can only imagine that stress piled on top of one of the most stressful jobs on the planet. /fistbumpΒ 
Lambda
Politicker
+6
Sales Consultant
offer to be there for the client if they need anything, personal always trumps business is my MO
Justatitle
Politicker
+8
Senior AE
Man, this is a rough situation. Maybe offer your condolences since you know they lost a family member and leave it at that so it doesn't seem like you're trying to push something through.Β 
GDO
Politicker
+7
BDM
Be respectful. Just offer them your condolences and then tell them that whenever it suits them you need the signature. No pressure, just when they are ready for it. They will understand
SaaSam
Politicker
+6
Account Executive
Show up to the funeral contract in hand, use casket as desk, shake hands to seal the deal then offer your condolences.
Beasthouse
Opinionated
+5
Corporate trainer
empathy is your only play.

sorry for your loss I know how difficult this can be. Take all the time you need no rush please let me know when would be a good time for us to reengage. please take the time you need for your family they matter the most.Β 
FeedTheKids
Politicker
+3
Solutions Consultant
I've had this come up and used it as a tool. Worded my push email asΒ "I want to make sure onboarding team can give you a smooth transition and make it as easy as possible as you as you get back into things.... xyz"

Tough situation but most people know that when the business has a problem they want to find a solution asap. There are ways to do this respectfully.Β 
EQSales
Good Citizen
+1
VP of Sales
send them flowers and a card.Β  that's it.Β  if you have other champions and decision makers and are under a crunch to close it for some reason, you can reach out to them after a few days.Β  otherwise do nothing.Β  they wont forget about you
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