Peter Ahn Sales
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Issue 11: EOY rush

Issue 11: EOY rush

Peter Ahn
December 19, 2024

OK here we are. 6 more selling days left if you take out Christmas Eve and Christmas.

Where are you with those last minute deals that just seem to stall out right before the holidays? Do you have a clean contract? Has pricing been confirmed? Even with the basics nailed down I know you’re sweating and anxious.

Throughout my 16+ years of sales experience, no matter how much I prepared and tried to plan ahead, there were always those deals that seemed to close on December 31st at the last possible moment in the year.

So if you’re feeling the same, leverage these phrases to help you set the right expectations for how much you’ll be pushing those deals that absolutely should close this year.

The backup plan question

“Is your signer taking any extended holiday breaks? And worst case scenario will they be able to sign on December 31st? I just want to ensure we have a backup plan in case the contract doesn’t get formalized by December 23rd.”

The last hour question

“When is the last hour I can nudge you and the signer to execute the contract? At what time do we lose the ability to get this formalized? I just don’t want either of us to be messaging each other when we’ve missed the boat.”

The triple check

“I know you’ve mentioned that there shouldn’t be any issues in getting this done before end of year, but given we now have only a few days left, I want to triple check to make sure there’s nothing else I can be doing to help. Are we still on track from your perspective?”

The price change

“Are we still on track to have everything formalized and signed before the EOY? I know that we worked hard to get the current discounts approved on both sides so I want to ensure we can maintain that vs. redoing the commercial discussion next year.”

If you’d like more advice on how to navigate these last minute sales deals join my free founder-led sales community, Zero to Hero, and I’d be happy to engage there if you post a thread within the discussion board! I’m also continuing the presale for my book, Unlocking Authentic Sales, and one of the presale packages includes a coaching offer from me. Good luck closing out the year!

Zero to Hero founder events ‘25

🚀 If you’re a founder learning enterprise sales for the first time, virtual and in-person events can be a great way to supplement your founder-led sales journey.

It’s why I’m excited to be hosting some stellar early stage startup events next year with a group of top notch partners I’ve gotten to know over the past few months.