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all right welcome to another episode of the getting to Club podcast this is the show where you learn to become and stay a president Club winner in Tech sales by stealing the tactics playbooks and techniques and skills from the top 0.01% of tech sales practitioners so today I'm going to teach you two questions that can help you close end of quarter deals on time okay so what we're going to talk about these questions are best asked usually two three maybe four weeks before quarter end and here's how it works there are generally two types of deals you have in your pipeline toward the end of the quarter if you're expecting to close them at the end of the quarter number one you have deals where timing looks possible but tight right there's a risk of the deal slipping into the next quarter it can be done but timing looks tight that's scenario one scenario number two two is when timing looks good you've tested it out with your buyer it looks like you're probably going to close this deal on time this quarter and there is a different question that instigates a closing motion for each of those two scenarios and I'm going to teach it to you right now so let's talk about the easy one first okay you've got a deal you've talked about timing with your customer you validated the timing and it looks like you've got an 80% plus shot at closing the deal on time before the quarter ends right these are probably the deals that you're forecasting maybe they're sitting in commit or something like that the question you want to ask is start out with a softening statement and then ask your question and it sounds like this it sounds like we are slated to move forward on the timetable we've been discussing but I have to ask what would derail us from getting it done on that timetable from here okay so what you're doing here is the deal is already slated to close and your closing motion if that's what we want to call it is finding and monitoring and mitigating any risk now there might not be risk but the best salese seek and confront risk there might be nothing for you to do but since the deal is already on a trajectory to close on time you're looking for what would derail it and then you're mitigating that risk ingly so that's question number one question number two is to ask uh in deals where timing looks tight right it's possible to get it done this quarter uh but it looks kind of iffy right you might not be forecasting these deals or you might be forecasting these deals and uh timing looks like it's unraveling a little bit and you're kind of freaking out or maybe this is just a deal that's sitting in like best case for your forecast so for deals where timing looks tight again you're going to use a softening statement to make a harsh question seem softer and then you're going to ask a shoot your shot question and it sounds like this you give your Champion a call or whatever and you say hey feel free to stiff arm me if I'm overstepping my boundaries by asking this question but what conditions would have to be true for us to be able to move forward together on X timetable right where the timetable is like quarter end or what conditions would have to be true for us to move forward within this month okay that's a very different type of closing motion than the first one right in the first question the deal's already on the right trajectory you're looking for the uh logs on the roller blade path and you're removing them in advance that's what you do in deals that are trending well in this one you're not doing that because the deal is not on the right trajectory and you're asking what conditions would have to be true to get that deal on the right trajectory and then you're going to act ingly once you get an answer from your customer now now the last tip I'll get you or give you before we close this one out is ask after you ask either one of those questions make sure you hit mute right put yourself on silent pause for longer than is comfortable and let your customer feel the silence because they are often going to tell you things that will help you get the deal done on time so that's all I have for today again there are two scenarios of quarter end deals there are deals that are looking really good and there are deals that are looking possible but tight and you're going to ask a different closing motion instigating question for each of those two types of deals go give it a try and I'll see you in the next episode