StringerB

Senior Account Executive

How do you manage the "just send me the proposal/contract via email" when you need to review in person/zoom?

Ive done this game long enough to know almost it never works in your favor to send the contract/proposal without reviewing it with them. Chance of getting ghosted is probably 2-3x due to things like the budget being too high when in person you could easily figure out what we can remove to meet the budget.

I find sometimes people are respectful to my "company policy requires me to review this live" but sometimes people just arent having it. What do you do to stay in control here?

👑 Sales Strategy

📈 Closing

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sketchysales

Politicker

Sales Manager

This is always a challenge. I'd always pick up the phone first and call them and explain you want to go through it on a call/meeting. Email gives your prospect such an easy way out whereas its a lot harder to say no to someone live on the phone.

From there, I'm usually just pretty straightforward about it "we really appreciate the opportunity to work on this with you, in order not to waste your time or my time, can we jump onto a call tomorrow for 5 minutes to run through the proposal together? There are some parts of it that require some explanation which is easiest done face to face" or something to that effect.

Put that in an email? Nein. Pick up the phone. Ja.

StringerB

Politicker

Senior Account Executive

Yeah my first move is always to immediately call when I get that email, but in this case and many others, it went straight to VM.

sketchysales

Politicker

Sales Manager

im generally making that call prior to sending anything their way. The other way to handle this is always make sure you have a scheduled next step with your client at every step. If you have done your discovery and the next step is to send the proposal, at the end of the discovery call when you are wrapping up and saying how long it will take you to get the proposal over to them, schedule a call/meeting in there and then at the end of the discovery for you to share the proposal with them

CuriousFox

WR Officer

🦊

Sketch you got both of my upvotes. Don't give out shit without a proper meeting. You give me something I give you something. It's how it works.

Sunbunny31

Arsonist

Sr Sales Executive 🐰

The old give/get is key here.

BigShrimpin

Politicker

Account executive

following for answers i run into this as well

TennisandSales

Politicker

Head Of Sales

honestly this is a huge flag that there has not been enough discovery and that they are not bought in enough.

in my experience buyers say this when they dont want to say no to your face.

So if your in this situation alot I would think through your process and think about how to make a better connection to their key drivers at the start.

But in the short term, there needs to be something in it for THEM to chat with you.

- Are there areas in the agreement that get redlines alot and chatting through options live will save them time? - are there any decisions they need to make (optional add ons or anything) that would make sense to discuss?
If you think it comes down to budget then tell them that. Tell them you want to talk through their options so the price they go to the team with really is the lowest price.

Justatitle

Big Shot

Account Executive

Tough one, "Hello, I can respect that time is your most valuable asset, with that in mind it is imperative that I review this over a screen share as there are always questions back and forth and our company policy is to review the agreement in order to prevent unnecessary back and forth. It should take us xx minutes to review."

886GFl

Opinionated

Account Executive

I always have a pricing call before I send the contract. There is no surprise to them and we can discuss any objections.

Adored

Executive

Sales Director

Have never tried this...but voice your concern honestly (over the phone is best, if you go to VM try a voicenote over Whatsapp / iMessage)...

'Hey X, appreciate you want to go through the proposal at your own pace. IME and for whatever reason, most of the time that happens, the deal doesn't go our way and I get ghosted. I'm not saying you'll do this but it's happened before.

So we can both save ourselves some time and to set my mind at ease, can we grab a quick 10/15 minutes tomorrow over the phone? Will message you some times.'

You've got to resist the temptation to make the sales process about you and make your product easier to buy. So rather than bore them by forcing them to sit through a 30-60 minute proposal call they've told you they don't want to do - be a human being and get it done fast.

FWIW, I unfortunately think they will still ghost you.

Sunbunny31

Arsonist

Sr Sales Executive 🐰

Quick question: when does your prospect ask for a proposal or contract? If it’s right after the initial meeting/demo, set the meeting up right there with them, and explain you’re happy to put it together and it will take about 15 minutes to review - will Wednesday same time work for you?

detectivegibbles

Politicker

Sales Director

What have you tried outside of the "company policy requires me to review this live"?

I think a big one is setting a firm follow-up with customer after you have both agreed that presenting/sending pricing is the next right step. Something firm on the calendar where both parties are present and attentive.

It allows you to hear them flinch at the price presented in real time and you can adjust...

"How's that price feel? What have you seen from other quotes? Are we apples to apples in terms of inclusions?"

pirate

Big Shot

Account Executive

I'd try to give them a call and push for a meeting... Sometimes it doesn't work. So the next best step is to send them a kickass PowerPoint presentation and the proposal. That way there's a chance of communicating and getting across the benefit