When is a Sales Deadline, a Real Deadline?

When I was putting together one of my first sales proposals, my manager suggested to me that I put an expiration date on it.

He told me that if I give the prospect a deadline it creates some urgency for the prospect to make a decision.

I thought to myself "OK, I'll try this, but will it work?"

I put the expiration deadline on the proposal, and it was one of the first things the prospect asked me about when I presented and reviewed my proposal.

He asked me "Why?"

Why was the deadline there?

I didn't have a real good answer.

I think I said something about that being "our policy" or that "my manager required it on all proposals" or something equally lame.

He asked what would happen after the deadline? I didn't have much of an answer for that either. I said something about we "could" change it, and you never knew when prices would change at a company like IBM (who I sold for at that time).

So the prospect quickly concluded that my sales deadline had no real reason for existence other than as a saleman's trick. And he knew he could ignore it.

He figured out the deadline was not real. It didn't have a real reason for existence.

Don't use sales deadline's unless you have a real reason for their existence.

Sell with Pride,

Shameless Shamus

P.S. Check out my sales training courses for more help with your sales.