Why would month/quarter end be any different to the rest of the time period?

Have a process, stick to it, and you will be fine.

No point in discounting in the last week if you've been shouting one price the rest of the time

Salespreuner

Big Shot

Regional Sales Director

Agree with this perspective. But let's say, a client is on the verge of closure and you can sense it, if price is the only standpoint to work upon, would you still not recommend discounting?

Smithy

Politicker

Director of Sales

It would depend on multiple factors for me. If they know what price they need to get it to for a decision before your close date, then maybe, but it would depend on the % discount.

Discounting is a part of sales, but most do it badly, hence my reluctance with it.

Salespreuner

Big Shot

Regional Sales Director

Gotcha. Pretty much same feel here. Glad to know your perspective. Thanks✌️

poweredbycaffeine

WR Lieutenant

☕️

If you're waiting till the last week of your quota period to close business then I've gotta have a come to Jesus moment with you.

Prevent the end of quota period stress by running tight deal cycles throughout the month/quarter. Have deadlines in place with clear negative consequences for missing them. Have a clear path to close for ALL opportunities, and kill the ones you don't.

TL;DR do more in weeks/months 1-2 to solve for your hair-ripping-out-stress later on.

Salespreuner

Big Shot

Regional Sales Director

Yes. I agree with your process. The deadline methodology in whatever be the case and outcome (Positive or outcome) surely does the trick
Thanks for the feedback :-)

Chep

WR Officer

Bitcoin Adoption Specialist

Honestly, I don't change things up because it's the end of the month. I've lost deals in the past being too pushy and not going to let that happen again.

slaydie

Big Shot

Account Executive

Preach! I used to do this, like run end of quarter discounts or promos to deals I lost or others that were stuck. It worked, I definitely sold some deals but found it overall messy. The worst would be when the prospect would come back months (or years) later and ask for that promotional price I offered....so I stopped and have been fine since. I run every day like EOQ.

Salespreuner

Big Shot

Regional Sales Director

I hear you Chep🤝

goose

Politicker

Sales Executive

People who take major actions at month / quarter end don't work hard enough the rest of the month / quarter

Salespreuner

Big Shot

Regional Sales Director

That's a solid truth, indeed

Ashing

Executive

Senior Account Executive

Wow look at all the rock stars taking the high road of "oooh don't get into that situation in the first place."

Please.

We all get sensitive to deadlines and situational quotas. We're all already trying to avoid a crunch in the last week. But it happens.

So to actually answer the question:

1 - you do have to create an air of scarcity. If the client feels no urgency things won't close. You need to articulate the cost of not deciding as much as the value of buying
2 - I've been straight and just said the quarter is coming to an end. If the rapport is there, sometimes they're looking for a reason to say yes but you haven't really asked for the sale. (We all THINK we asked for the sale, but did we?)

3 - the Joneses. Tell them who else just signed, a friend, a competitor, a mutual business. It sometimes removes that that minute fear of commitment if they know their friends are already in.

Salespreuner

Big Shot

Regional Sales Director

This is an amazing split. Thanks!!!

ThatNewAE

Big Shot

Account Executive - Mid enterprise

- Like @Smithy said, the month end shouldn't be different than the rest of the month. That's not a sustainable model / process. However if you must, as a BDR; I used to do this:

1. Reach out to all cold leads with a new messaging and proposal modifs.

2. Call to the leads that said the timeline was now but didn't respond later - with a value prop messaging that I'm solving XYZ problems and you'd mentioned now is the time - anything else that's stuck ? Kinda.

3. Create urgency for the moving deals as well, so to ensure they don't get stalled or pushed to the next month.