Is This Why Your Deal Is Going South?

Want to know how to REALLY piss off your customer? 🤬

Give them the HARD CLOSE.

Tell them you need the PO this month because it was forecasted and your manager is getting anxious. 😳

Even better, tell them you're trying to win a trip! ✈️.

This may seem CRAZY 🤪 but customers tell me this happens way too often.

Early in my career, I had a customer actually thank for NOT doing this. I thought he was joking, but he went on to tell me that it's one of the reasons he was pushing for me to win.

Apparently my competitor was putting a lot of pressure on him and I wasn't.

That always stuck with me, and later I learned that research has been done that shows that in the world of complex sales, the HARD CLOSE does NOT work.

Instead of putting on pressure, which is extremely damaging to the relationship, think about the LONG-TERM. Do you want the customer's order this month, or their business for years to come?

Instead:

👉 Continue to be a resource and help them. Make sure they're asking for the right products and guide them to success with your experience
👉 Don't be cranky about making changes to the quote as many times as needed
👉 Make sure you've covered ALL the bases with ALL decision-makers and objections

Agree or disagree?

Tell me!