Brian LaManna shares three talk tracks for closing deals before year-end deadlines. He used these to close over 10 deals by anchoring urgency to a specific date, offering limited-time pricing, and pushing for a live conversation instead of email.
I've used these exact talk tracks to close over 10 deals end of month, end of quarter. For deals that weren't even forecasted to close until the following quarter, end of quarter sales magic is real, but you have to be willing to shoot your shot. First things first. Identify a list of deals set for the next month that have a potential shot. If there's no call scheduled, you need to get a call on the books and live. Once you have them on a live call, be concise, be direct, and be serious. Here's number one. If it's a little bit more of a long shot. Hey Brian, I know you mentioned that budget and cost were going to be two really important factors, and I'd be remiss not to mention that our end of year is actually coming up on January 30th. If there was ever a time for us to be a tad more atypical when it comes to pricing, that time would be now. Could you see any world in which an agreement could get finalized by January 30th? If so, I'd be happy to share more about what that could look like. Number two is much more firm. Hey Brian, if I could ask directly under what circumstances could we finalize an agreement by our end of year, which is January 30th? And if you don't have a call scheduled, here's the email I'd recommend to push for that live conversation. Subject line being Pricing Update. Hey Brian, we just got an exciting update from our leadership team. With our end of year coming up on January 30th, will it be worth the conversation? Do you have five minutes to chat this afternoon? Give those three a go and follow along for more sales tips.
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