Meow

Inside Sales Representative

Speeding up signature process??

It feels like prospects ALWAYS and I mean ALWAYS wait til the last minute prior to order expiry before signing contracts.

Do you experience the same?

How do you get your prospects to sign order forms earlier than last minute?

Any tips?

👑 Sales Strategy

8 comments

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funcoupons

WR Officer

👑

Set a timeline early on in the process and hold them to it. Work backwards when setting up future calls.

"Ok, so we want this implemented for June 1, that means I'll need you the paperwork back by April 15 so I can get my team prepared to have this go smoothly for you."

Try and go over contracts with them on the phone and have them sign then and there whenever possible.

Meow

Executive

Inside Sales Representative

Good tip, However even in a scenario that happened in Q1 where a customer would be hit with massive overages unless the commit was adjusted in the coming days (end of month), Lady signing says on email thanks I will have it ready by friday. Friday comes I still have to chase her and then she is trying to postpone it to monday. WHich in this case would not work cause it would have been a new month. All in all we got them to sign on friday. But I mean come on. What the fuck is the deal, you save money and you still are unwilling to sign?

funcoupons

WR Officer

👑

Some people are just lazy unfortunately.

poweredbycaffeine

WR Lieutenant

☕️

It's all about setting deadlines and attaching negative consequences for missing them.

lgnant

Executive

Account Executive

what kind of negative consequences do you like to lay out? the obvious go to is a price increase at a certain date but any advice to not making that sound like a threat?

poweredbycaffeine

WR Lieutenant

☕️

Let’s talk negative consequences that actually affect the prospect.

Missing a project deadline may turn into a lost bonus, reduction in force, missed promotion, etc. Get to the personal level and you’ll have more success implementing this tactic.

paddy

WR Officer

Director of Business Development

Sometimes I feel like prospects do this on purpose just to fuck with us. Ah the life of a sales rep...

steakalldayerryday

Opinionated

Call it an "agreement" instead of a "contract." Sounds less scary.

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Meow

Speeding up signature process??

8 comments

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