Stay calm and believe in your value!
Posted: Mon Jan 27, 2025 10:23 am
It was forecasted to be one of the largest deals in my territory and we really needed it. “January 31st”, I responded. “Ok then!”, quipped the customer with an undue sense of satisfaction. “I think I’ll just give you a call back then and see if we can do better on the price!”. What did I do? Read until the end to find out!
In sales, month-end anxiety is a fact of life. You’re trying to make your number and nail your forecast, all while your ego, reputation, career, and personal sanity hang in the balance.
The good news is you’re [hopefully] working with customers who have real challenges that your product or service addresses. The bad news is these customers rarely have the same sense of urgency and time pressures as you, damn it!
So what happens? All too often you cave in the name of quota pressure and offer a discount (or another significant concession) in consideration of signing by your deadline.
Don’t worry. We’ve all been there!
But if you’re looking to maximize your revenue, sanity, and integrity during these critical quota-crushing periods, here are four tips to help you on your way.
Does your awesome product or service become less valuable just because it’s month-end? No? Then don’t act like it does!
The worst thing you can do is panic and throw your sales hong kong telegram data playbook out the window. Just because your quota’s on the line doesn’t mean that every deal has to be a discount free-for-all.
For example, a customer might say, “I believe your solution is the best option for my company and I might be able to sign today…but the price would need to be X“. We tend to fixate on the deadline and the budget instead of the fact that the customer’s belief system (and the powerful concept of confirmation bias) points to our solution being the best option for them and X probably isn’t their budget anyway! When you consider the customer’s next best alternative, you’ll often find your solution is extremely well-positioned.
In sales, month-end anxiety is a fact of life. You’re trying to make your number and nail your forecast, all while your ego, reputation, career, and personal sanity hang in the balance.
The good news is you’re [hopefully] working with customers who have real challenges that your product or service addresses. The bad news is these customers rarely have the same sense of urgency and time pressures as you, damn it!
So what happens? All too often you cave in the name of quota pressure and offer a discount (or another significant concession) in consideration of signing by your deadline.
Don’t worry. We’ve all been there!
But if you’re looking to maximize your revenue, sanity, and integrity during these critical quota-crushing periods, here are four tips to help you on your way.
Does your awesome product or service become less valuable just because it’s month-end? No? Then don’t act like it does!
The worst thing you can do is panic and throw your sales hong kong telegram data playbook out the window. Just because your quota’s on the line doesn’t mean that every deal has to be a discount free-for-all.
For example, a customer might say, “I believe your solution is the best option for my company and I might be able to sign today…but the price would need to be X“. We tend to fixate on the deadline and the budget instead of the fact that the customer’s belief system (and the powerful concept of confirmation bias) points to our solution being the best option for them and X probably isn’t their budget anyway! When you consider the customer’s next best alternative, you’ll often find your solution is extremely well-positioned.