The War Room
Discussion
Post

You just had an awesome proposal call, but everyone is going back to their busy lives. What do you do to keep that momentum alive, especially over a long sales-cycle?

πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
4
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Contract Close!

Never send anything with pricing over email unless there's a contract with it.

This requires your prospect to make a verbal commitment on the next step, and at least respond opposed to ghost you if they decide to not move forward.
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
For sure, I never talk pricing for the first time via email. If you want to know pricing then we have to get on a call to talk through the proposal. It helps show their level of engagement.Β 

Is "contract close" a specific technique though?
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
100.

When you walk through the pricing on the phone/video let them dictate next steps.

If they don't, work on talking through next steps.

When they ask for you to send it over or email the proposal, that's when you close them on just taking a contract.

There's a slew of talk tracks and a conversation roadmap behind it, but it ensures that you're not just a quote messenger and we are actually completing a task by me sending the "price".
Show 2 more replies
Ace
Arsonist
+9
CEO
Frequent follow ups. Let them know that they're on your mind
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
And ping relevant stories with data they can get behind.

Not content for the sake of content, but well thought out content.Β  It would surprise you how often prospects really do click on links!
Ace
Arsonist
+9
CEO
100%
justsignit
Contributor
+3
Account Executive
Ask for the close, seems like you have them at the height of impulse and the longer it stretches out the more likely it is to go cold. Do you get them to commit to a date and tie it to an incentive?Β Β 
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
That's a great point. Even on complex, long-cycle deals you can add some motivation.Β 
justsignit
Contributor
+3
Account Executive
Once they have the product/ service concept down and it will work for them. They need a push and timeline to get the work done, otherwise they delay receiving value indefinitely.Β 
8
Who is that One Prospect that you're going to keep chasing no matter if they never call you back (be specific or not)?
Question
5
3
Since pandemic pushing everyone to wfh, many people are of the opinion that all aspects of businesses (at least for software) can be done remotely. How many of you still believe that persona touch goes a long way to close a sales deal?
Question
9
Which would you rather do?
Ci
re
+34
Cipher , Β  MichaelScottKnowsBest , Β  reallyintoblockchain Β  and 34 people voted
*Voting in this poll no longer yields commission.
9
AE’s - here’s a very client-centred way to gather information about β€˜WHEN’ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place
Advice
11