Instead of rushing before a deadline, risk advisor Steve Munn approaches prospects after their renewal. This counter-intuitive timing removes the pressure of a decision date, allowing him to conduct a thorough discovery process and position himself as a strategic advisor, not just a vendor competing on price.
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Act as a strategic partner, not a vendor, by analyzing a prospect's annual reports, 10Ks, and shareholder letters. Use this research to inform them about strategic risks or business issues they haven't considered, immediately differentiating you from competitors who just ask basic discovery questions.
Instead of using pressure tactics to create urgency, offer guarantees or flexible terms. This de-risks the purchase for the buyer and, more importantly, serves as a powerful, non-verbal signal of your own deep confidence in the solution's value and ability to deliver results.
Don't wait for a formal QBR to discuss expansion. The immediate post-sale period is a golden window for additional sales. The customer's excitement and trust are at their peak. With their most urgent need solved, they are highly receptive to addressing other business challenges.
Instead of offering a fake, expiring discount to create urgency, frame it as a payment for predictability. Tell the prospect you will pay them a discount in exchange for mutually aligning on a specific close date, which helps you forecast accurately. This turns a sales tactic into a valuable business exchange.
To stay top-of-mind with prospects who aren't ready to buy, map out the critical decisions they'll face around a compelling event. By providing resources that help them navigate these inherent challenges (e.g., compliance, tax), you become a trusted advisor, not just another vendor waiting for an opportunity.
Revisit prospects who rejected you 6-9 months prior. Their "no" was often a failure to make any decision, not a rejection of your solution. Circumstances may have changed, making now the perfect time to re-engage the already-warm lead and close a quick deal.
Acknowledge that prospects are evaluating competitors. Instead of fearing this, proactively schedule a follow-up call specifically to help them compare your solution against others. This builds trust, positions you as an advisor, and keeps you in control of the sales cycle.
As the year ends, customers are less willing to evaluate complex decisions, often deferring them to January. To close deals before the deadline, salespeople must simplify proposals and make the buying process effortless, even if it means a smaller initial sale.
Instead of pitching a customer, ask them, "Why did you decide to get on this call?" and "Why now?" This forces the prospect to articulate their own pain and why they believe you are the solution, reversing the sales dynamic and revealing core buying motivations.
Effective follow-up isn't about nagging; it's about being a 'barnacle on a boat.' This means staying in contact persistently, not by asking for the sale, but by delivering value every time. This strategy keeps you top-of-mind, building trust so that when the customer is finally ready to buy, you are the logical choice.