“What if? What if I call them, ask them to buy, and they say the budget is gone? Can I offer them another 10%? How about pricing terms? What if they want another demo? What if they cannot get it signed and need a coupleore days?”
I hear this (and have said it) more than a few times. it’s March 31 today – the end of the quarter. Did anyone sit staring at the monitor wondering?
Here’s an idea: go into that closing call and ask them to buy. Make sure they really are there (conviction, right!) ready to buy of course. Ask them to buy and them just shut up.
They’ll come back asking for this and that. Don’t even think about any alternatives – don’t even get nervous.
Just say this, “Well, the price is good now. I don’t know if we can do an extension/discount/demo. Why not just sign it? We’re done.” Then, politely end the call.
At some points, the best thing is to stop all the strategies and “what Ifs” and just ask for it.
You really need that zen mind. They really might not be able to do it. Then what happens? They come back in a week – you give them the old price – and you get it.
Most likely they will do it. They just need the push to move – this is the best help you can give them. It’s not always about you, right? It’s about them.
Trust me, your manager will appreciate you.
