T3Tony

Regional Sales MAnager

How to revive dark deals

I've had a docusign out with an owner of a construction company for over three weeks now and heading into "push week" it still hasn't been completed. I've followed up, represented and walked back the ROI behind our solution and nothing...... Any advice on how to close this one?

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Justatitle

Big Shot

Account Executive

Oh man, first job out of college I worked for a subcontractor in masonry and demolition. Construction guys you have a to be even more pushy with than you may be used to. They usually appreciate the hustle and tell them much like they need jobs to work to keep the machine moving you need this bad.

T3Tony

Valued Contributor

Regional Sales MAnager

@Justatitle Man...I really like the human element in the last line. They are some hard-nosed people in the construction space. The biggest hurdle is having an industry that likes to "keep it old-school"

Justatitle

Big Shot

Account Executive

The guy who owned the company I worked for was an Irish immigrant, had no idea how to use his cell phone and was blown away by Bluetooth( mind you this was 2015, Bluetooth wasn’t new he just never used it) and everything was done by paper. Old school is an understatement.

beachNsales

Politicker

Sales Manager

send him a nice pen, I don't sell to construction, but then is always a good reminder to sign the deal. Send a different small gift if you think it would fit better with the persona.

looper1010

Celebrated Contributor

Solutions Specialist

Have you tried the break up email? See if he's really serious and not waste your time.

Cleopatra

Opinionated

Regional Sales Executive

“Just following up” email 👀🤓 kidding- dont do that. Drop in with coffee and a hard copy.

GDO

Politicker

BDM

Is he ghosting you?

If he´s nearby. Try to go in and "check in on him".

asalesguy

Member

SAE (Senior Account Executive)

Hey Steve,

As a reminder, I sent out our contract three weeks ago and haven't heard anything. Perhaps my expectations were misaligned, as I thought you would sign last month. Has anything changed on your end?

SaaSguy

Tycoon

Account Executive

Just be direct. "Can we expect this completed by xxx?" If yes, great. If no, find out why and address it.

MR.StretchISR

Politicker

ISR

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T3Tony

How to revive dark deals

10 comments

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