Kevin 'KD' Dorsey explains why asking buyers to commit today kills deals. Instead, schedule a follow-up, bring in other stakeholders, and talk price later. This removes pressure and lets value sink in first.
Don't go too far down. Right. I hear a lot of upfront contracts of, like, you know, and if we agree with this, is this something you're prepared to move forward with today? That's way too early to ask that type of question. Because you haven't shown me anything yet. Versus hey. So we're going to walk through this, and if you think you'll solve XYZ problem, we can talk about setting up another call with the rest of your team. And this is important, by the way. You're seeding the idea of setting up a call with the rest of the team. Right. Then we can talk about how we can do pricing. Then we can talk about xyz. Does that sound okay? Right. So bring your upfront contract back a few steps. It cannot be like, hey, hey, you need to make a decision today because that puts too much pressure on the buyer right out the gate, and now the bar is too high. So bring your upfront agreements back. One step, scheduling the next call agreeing to bring in someone else, showing it to the boss.
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