One of the main reasons why AEs fail to close enterprise deals is because they are not able to create that sense of urgency ⏳
They then end up offering hefty discounts to get a prospect to sign by a certain day
This practice can backfire 💥
Hear me out…
If the buyer doesn’t take the deal, they now know how low you can go and will use that as leverage to negotiate for that price in the end
📝 Most deals are won or lost during the discovery phase
You need to help the client understand the full impact of their problem by building a business case behind your project early on
Being able to quantify the impact of doing nothing, i.e. “Your company loses £XXX per day due to X, Y and Z”, will allow you to build far more urgency than a price cut
Stop underselling yourself!
New to the world of Sales? Check out these tips