I’ve been in this situation many times before, and I know there are always opportunities for improvement.

There are less than 30 business days left in the calendar year.

So what?

If you’re going to hit your quarterly target, you really need to close your deals within the next 15 business days, i.e. by 30 November.

But here’s the thing…

Your client isn’t thinking like you are.

They’re not saying:

“I must place that order now so I can get busier before my holiday and finish the year stressed and exhausted.”

So how do you help your client buy now?

You reframe the conversation.

It’s not about your deadline; it’s about their opportunity.

1. Show the benefit of acting before year-end i.e. spend their budget, faster results, smoother January start, secure your staff’s resources to deploy the solution, avoid price fluctuations or variations. etc
2. Simplify the buying process i.e. reduce friction, remove uncertainty, provide confidence through a client reference or testimonial
3. Create urgency with value, not pressure.

Great salespeople don’t push deals over the line, they help clients see why now is the right time for them to invest.

What about you?

How do you encourage your clients to act before the end of the year, without creating pressure?

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https://www.youtube.com/@Steve-Victor