A short sales-advice clip (Eric Deeran) advising that instead of saying “sign the contract,” salespeople should say “authorize the agreement” and tie that phrasing to the client’s desired outcome. The speaker argues “sign the contract” sounds constraining, whereas “authorize the agreement” reminds clients of the outcome and improves conversion.
I wanted to elaborate on how you get your clients to sign the contract. And the first way is by not saying sign the contract. The words you want to use are authorize the agreement. So I'd say something like, okay, John, and then I'm going to send over our agreement, and then you'll just need to authorize the agreement so that we can start working with you to create content and scale your business. So you want to say, authorize the agreement so that we can insert outcome that they want here, because that reminds them of the outcome of why they're authorizing the agreement. When you say words like sign the contract, it feels like they're getting locked into a contract, and nobody wants to feel constrained or locked in. It's a very small hint, but subtleties like this could mean the difference between getting the deal and then not getting the deal.
