How many times have you declared "its a done deal!" after sending a contract for signature. You might as well say, "its a dead deal!" Sending the contract does not mean you are entering the easy part of the deal. It means you are now entering the hardest part of the deal, because now commitment is staring your prospect in the face. CONTRACT. It means business.
What's the big deal? Just sign the thing! What's so hard?
"Brush your teeth" sounds like a simple enough request of a second grader, too. However, anyone with kids knows it just isn't that simple. You need to make sure it gets done right instead of assuming it will otherwise you end up with stinky teeth and a mess. All too often though, salespeople treat prospects the same as second graders when a contract is sent.
Sending the contract is the time for hand holding, not celebrating. Now is the time when you are about to encounter the real resistance. The prospect is thinking about whether everything is covered, just like a second grader is wondering if they like the tooth paste flavor.
While most salespeople put their feet up and wait for the deal to come in, the smart ones engage the prospect more closely. Are they absolutely comfortable with every aspect? Are they prepared to fight the internal battles that accompany commitment?
Instead of kicking back, you should be reviewing every aspect of what makes the deal wonderful. You should also be asking every question you can think of, even if you have asked them before.
- Who has to sign off on this again?
- Does purchasing have to get involved now? What exactly do they do?
- Do you need to issue a PO?
- When does the attorney get to it? How long does that take?
- Can we set up a conference call with the attorney?
- Etc...
Kick back and watch the rest of "Dancing with the Stars" while your kid is "brushing" and it ain't going to get done. Do the same when you send a contract and you will suffer a similar fate.
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