If a seller has done a good job throughout the sales process, when the end of month rolls around they may be able to close a deal sooner than they planned by appealing to their buyer’s sense of empathy. The buyer typically understands the sales process and can empathize with the desire to achieve monthly goals. Send an email that is transparent about the fact that you’re trying to hit a number for the end of the month and hoping to pull the deal forward.
Note: You should only run this play with contacts with whom you have developed a strong rapport.
- Late sales stage
- Email to main point of contact
“We’re pressing and sending these messages out to the right people at the end of the month which drives those additional transactions we otherwise wouldn’t have gotten.”Steve Bryerton, VP of Sales, ZoomInfo