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What to do?

At the moment I'm in a situation where I've presented my product to a perspective client and he's taking a bit of time to come back to me with a decision. Up until this point we've had a really positive relationship, he's been really responsive and, to me, seemed like he was on board, showing me lots of buying signs and it should have been an easy deal however this past week he's gone a bit cold on me. Taking days to come back to me and not giving me a definitive answer, saying he's busy (which I completely appreciate and know he is) but it just seems as though it's taking a bit of a nosedive.


So, I wanted to pick all of your brains on what to do now, should I give him an ultimatum or keep the ball in his court for the time being?


Please help, nearing the end of quarter and the sales target pressure is REAL!


Thank you in advance!

๐Ÿ“ˆ Closing
๐Ÿ˜“ Advice
6
Justatitle
Politicker
+7
Senior AE
In situations like this, I always default to being candid. "Hey "Prospect" As we've gone through this evaluation I've really appreciated the engagement and momentum we've built, it seems like we have died off a little bit and I'm concerned hence the outreach. I will move mountains and be your champion on my end and I'm looking to see if you're willing to do the same for me. If not I get told no all the time and it's understood but right now I'm in a grey area and really would appreciate it being black&white." something along those lines. maybe some more empathyย 
signandrecline
Valued Contributor
+4
Enterprise Sales & Demand Gen Manager
god damn, this is smooth AF. this is a really good twist to Corp's break up email.
Justatitle
Politicker
+7
Senior AE
Thanks,ย @signandreclineย I have had to deal with this a bunch, my manager at work now will call me a pussy if I don't get aggressive and this is what we worked on to at least show we're serious and asking are you. It's actually really nice to say fuck it and say what you want in a respectful manner.
sales4lyf
Politicker
+5
Business Development Manager
This is great, thanks so much!ย 
Justatitle
Politicker
+7
Senior AE
Make sure you call them prospect they love thatย 
DrSmallprint
Politicker
+3
Account Executive
Fantastic response!
GDO
Politicker
+6
BDM
I always try to put some urgency on a deal by using an end date for the offer. Use the fact that itยดs almost the end of the quarter and thatยดs the reason he got the discount. So he needs to sign before 1st of july.ย 
TheSolicitorGeneral
Politicker
+5
Small Market AE
Pretty much this. If you need an excuse, blame it on finance by saying that theyโ€™ve only approved discounts/deals until the end of the FQ.ย 
sales4lyf
Politicker
+5
Business Development Manager
Fab, thank you!
SalesVEEP
Opinionated
+3
VP of Sales
Honestly I would address it head on sayย 

I thought this was going really well and it seems like you have some concerns that aren't being shared - is there anything I can do to assist you in making a decision?
CaptainSaas
Head of Sales
Do you know why they would buy? Whats their specific pain point your service is solving? And, do they understand what their situation will be like after theyve implemented your solution? Everything else the others sre saying is okay, but none of it matters unless you understand the above. If you dont, all the suggestions will either push them away, offend them, or come off as self serving
sales4lyf
Politicker
+5
Business Development Manager
Hey guys, just a little update, I followed your advice andโ€ฆhe came back to me yesterday afternoon saying he wants to come onboard! ๐Ÿฅณ
sales7
Politicker
+5
Sales Enablement Manager
It's very possible that he may not actually know himself what to do next internally or it's stalled for another reason.ย 

I would ask him for a call where you reset back to what are his next steps internally & what are the milestones needed to get it signed off by when HE wanted it to be done.
Bring it back to the pains and why it would be bad to wait for HIM, not because you need it now.

sales4lyf
Politicker
+5
Business Development Manager
Some really great advice here, thanks all so much, I've got my plan of action ready now! Wish me luck :)ย 
crushingit
Good Citizen
+1
Enterprise AE
Iโ€™d give that guy a rest and go multithreaded. Start meeting higher lower with outher people in the account and perhaps youll learn why your prospect has been acting shady lately.
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