In 2018, I learned a single phrase that will speed up a deal.
It’s been crucial in everything I’ve closed since.
Here it is:
“I want to match your urgency…”
This works for:
- Alignment
- Forecasting
- Getting un-ghosted
Sounds like:
“I want to match your urgency. If we need to have this stood up by June 15, this is a great time to schedule milestone meetings. That way nothing causes a delay.
If set up takes 4 weeks, legal & security reviews take 3 weeks … looks like we should meet with the buying committee before end of next week.”
When to ask:
- Before scheduling your SMEs to speak with a prospect
- Sounds like “Our SCs calendars are always packed. But I want to make sure you have what you need to make a decision. I want to match your urgency – when do you need to decide?”
- Setting any/all follow up meetigs
- Sounds like “It sounds like you’d like to bring more of your team to our next call. I want to match your urgency. To align with your internal timelines, when do you want to start using something like this?”
- Before sending pricing
- Sounds like “Happy to get you a price range. Our quoting teams are overloaded this time of year. To get a specific quote, we’d need to understand if you’re viewing this as something crucial to get in place by Q2? Or really more of a Q2/Q3 thing for next year? I want to be sure we match your urgency.”
It’s super important to compare how prospects are thinking Vs what we have forecasted.
We need to ask.