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Last day of Q3: who needs help with a deal?

AMA with Sahil, post your question and I'll reply and try to help. let's all win together.
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WCK
Notorious Answer
+13
Padre de Tequila, General of the Coors Knights
Best tactics to close deals currently marinating when in an upsell role knowing that you're moving to a new set of account for Q4 but still one deal away from quota(super quick sales cycles).Β 
sahil
Notable Contributor
+15
Deepak Chopra of Sales
2 suggestions, depending on relationship: 1. If good relationship: Be upfront. Tell the customer that you are moving off account and it will be a new rep they are working with moving forward. Say that you work on a commission basis and it would mean a lot if they were willing to sign up now. Offer a little incentive. But also qualify: "Either way, it's been amazing working with you and I appreciate you even considering this." I've seen it work. 2. If not a close relationship - Say your sales team is $X away from hitting an all time high. It would mean everyone in the office gets tomorrow off. Say "I know it doesn't make any difference to you, so I understand if the answer is no. But I have to ask: is there any chance you'd consider signing today? I'll send you a photo of our team saying thank you ... and you'll have everyone owing you one for months to come!" I've seen it work. Then send the photo too :)
goose
Politicker
+12
Sales Executive
"It would mean a lot to me personally" is an underrated way to ask for business and I encourage it.Β  Bring the personal approach to sales in a very technical environment.
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InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
So I have a copy of Battletoads, the old man is saying the best he can do is a buck fiddy but I think the true value is closer to three shekels and an intern.Β 

How do I get him closer to the price I want?Β 
sahil
Notable Contributor
+15
Deepak Chopra of Sales
Offer your first born
Kinonez
Celebrated Contributor
+9
WR Enthusiast
A guy ghosted you after he got into an initial meeting which he loved, and he has asked to reschedule the second meeting 3 times with believable reasons. He missed the time we agreed on a week ago and has been impossible con contact since.Β 
sahil
Notable Contributor
+15
Deepak Chopra of Sales
Subject Line: End of Quarter Promotion - Interested John?

Body:Β 

Hey John - we're $15K away from hitting an all-time high on our sales team. I know it doesn't mean much to you, but our entire team gets a 3-day weekend if we hit the goal.Β 

Our team has authority to offer 1 client a 25% price break from $20K to $15K for our premium tier offering. Know you were a fan of how we could help you save time with our tracking, and the analytics feature to get visibility into your ad spend.

Totally fine if not interested, but if you'd like to both help a small sales team out and get a sweet deal, would love to hop on for a quick call. If not, let's chat next week?

Thanks,
Sahil
sahil
Notable Contributor
+15
Deepak Chopra of Sales
I might even write: End of Quarter - save $5K - interested John? as the subject line.

Change the numbers and value props to match your narrative, but I've seen it work.
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poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
Is your sales cycle capable of turning that into a Q3 deal with 8 hours left in the business day?
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Yeah, we have signed many deals on the second meeting, and this guy's excitement and needs where through the roof! This is probably the only one I can squeeze today, if he only got into a call.Β 
Diablo
Politicker
+7
AE
What are some of sales tools that you leverage to make your job easy without overwhelming you?
sahil
Notable Contributor
+15
Deepak Chopra of Sales
The 4 most important tools for any seller are: 1. CRM to stay organized 2. Email automation to make outreach efficient 3. LinkedIn Premium to research prospects 4. Contact vendor (IE - Zoominfo) to find email/phone numbers
Michael.Scott
AE
Have contracts stuck in legal after some basic red lining. The buyer and procurement team have not replied to emails asking for up dates. Any tips?
sahil
Notable Contributor
+15
Deepak Chopra of Sales
Yes, have someone from your operations / accounting team email the legal dept, cc buyer, and say: "Good afternoon LEGALDUDE I'm Johnny from ACME CO Finance department. We have an outstanding contract with your firm that expires at 5pm EST. Do you have any further questions or points of concern? Or are you ready to move forward?" I've seen it work
Ae
AessK
Politicker
+2
SDR
After getting help from Goose and other awesome people here - I was told that collecting intel off of a cold call from lower level practitioners is the way to go because then I can leverage the proprietary information into an email to get a meeting. Can you give me some pointers on this cold call script to gather intel from non decision makers?Β 


"Hey Sahil, this is Aessk over at <my company>. Did I catch you in the middle of something?Β 

Great. So I'm just gonna be completely transparent, I'm calling around <prospect company> right now to get some feedback around reliability testing. Not asking you to get into anything like a buying cycle but is it okay if I run 3 questions by you and then we can hang up right after?Β  - insert 3 high level questions -"


Thanks for all the insightful AMA's you've been setting up with your team!Β 
poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
This post is about closing business this quarter, aka in the next few hours.
Ae
AessK
Politicker
+2
SDR
Apologies. Saw the "AMA" and got excited to get feedback from SahilΒ 
sahil
Notable Contributor
+15
Deepak Chopra of Sales
You are giving the prospect too many outs here AessK. Did I catch you in the middle of something will frequently be met with a yes, email me. Better is: Since you weren't expecting this call, I'll make this brief. Can I ask you just 2 quick questions then I'll get out of your hair? You'll get more yes's that way. Hard
ColdCall
Valued Contributor
+5
Business Development Manager
Had a deal pushed back at the last minute due to corporate merger. Said their dept's budget frozen but leadership say its a priority for 2021. Will close this year but will drift into Q4. Any ideas?
sahil
Notable Contributor
+15
Deepak Chopra of Sales
Ask if getting early access to the solution is worth it for her? If so: 1. sign now 2. Pay in Q4 3. Start using right away It might not count for Q3, but at least you won't have to keep chasing and worry about it next quarter too. Deals fall through fast. Close em while hot.
ColdCall
Valued Contributor
+5
Business Development Manager
Didn't quite work out that way. Meeting with senior leadership Monday to see if they can secure budget. We may be able to backdate PO for Sept!Β Β 
EOQpanic
Good Citizen
Mid Market AE
successfully negotiated T&Cs last Friday in a meeting with both legal teams. I asked who we should send docusign requests to and the CISO told me he would email me individually with other onboarding notes. CISO guaranteed close before end of September. no response from post meeting email, email follow up, and a phone call. Had our legal team follow up as well in the thread. I feel like I'm out of ammo.Β 
poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
Hey @EOQpanic, I'll hop in on this one. If the CISO promised you something, time to call in on that promise. Start with a phone call, but if you get voicemail, go here with an email:

Subject: Moving Forward by EOD
Body: Hey, CISO

As discussed last week, you indicated that you would send me a note with the right contact to send a contract to along with final onboarding notes you wanted to relay to our team.

We are ready to move forward and get things started, and my team is expecting that we'll launch your onboarding in October. Is this timeline still realistic?

Love you,
@EOQpanicΒ 
EOQpanic
Good Citizen
Mid Market AE
thanks brother. I essentially sent that note a few hours ago and got a response back. He doesn't think they'll be ready by next week to onboard if they sign today, and thinks onboarding should happen at the end of October. I get that and wouldn't want him to waste a whole month of a subscription either.Β  I can sleep at night now.Β 
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Nj
Njanack
Good Citizen
SDR
Close
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Official
1
7
It's 12pm, END OF MONTH and you have ONE deal that will get you to target
Discussion
6
What method would you use to get your Champion on the phone?
+45
Juenne , Β  Hotlead , Β  eman Β  and 45 people voted