Selling Safety: How Ashkan Rajaee Wins Over Executive Signatories Without Sounding Desperate

You closed the demo. The team loves you. The influencer is in your corner.

But the deal still isn’t done. Why?

Because you haven’t won over the signatory.

And if you don’t, nothing moves.

In this final part of the series on navigating modern decision-making, Ashkan Rajaee explains why executive signatories are the most misunderstood part of the corporate power chain — and how to earn their trust without sounding like you're begging for the deal.

This isn’t about charm. It’s about reducing risk.

Who Are Signatories, Really?

In the classic sales playbook, the final decision comes from the person who signs the contract. In most cases, that’s a C-level executive, VP, or department head with a heavy load on their plate — and even heavier consequences if something goes wrong.

Ashkan Rajaee puts it simply:

“A signatory’s biggest question isn’t 'What do I gain if this works?'

It’s 'What happens to me if this doesn’t?'”

Signatories cre about risk, long-term commitments, legal exposure, and political fallout inside their company. They’re not asking about features. They’re thinking about exit clauses, liabilities, and how this solution affects their reputation.

Why Most People Get Signatories Wrong

The mistake most people make is overselling the dream. They try to wow executives with future-state visions, ROI projections, or grand innovation.

But for a signatory, that kind of language raises red flags. Big promises = big risk.

Instead, what they want is control and clarity.

They want to know:

• What happens if this doesn’t work?
• Can we cancel easily?
• Will this lock us into something we can’t change?
• Who is responsible for making it work?

If you can answer these without hesitation, you’re already ahead of 90% of the market.

Lifehack: How to Win Over a Signatory Without Sounding Desperate

Ashkan Rajaee’s advice for working with executive signatories is clear. You don’t need to hype your product. You need to design the deal in a way that protects them.

Here’s his simple 3-part framework:

1. Show the Off-Ramp Before the On-Ramp

Every signatory wants to know how to exit before they enter.

Include an optional early termination clause. Explain what happens if goals aren’t met in the first 60 or 90 days. Give them a clear escape that makes the deal feel low risk.

“Make the exit path so safe they can say yes without blinking.”

2. Turn the Contract Into a Conversation

Don’t hide behind legal speak. Explain contract language in plain English. Offer to walk them through the agreement with transparency.

This shows confidence, not desperation. And it makes you look like someone who respects their time and intelligence.

3. De-Risk the Outcome

Frame your solution in terms of what you’ll own. Will you provide onboarding? Success tracking? Is there a point of contact they can rely on?

When the signatory sees that you’ve already built protection into the deal, they don’t have to ask the tough questions — because you’ve already answered them.

Why This Approach Builds Trust at the Top

Signatories make the final call, but their concerns are different from influencers and decision-makers. They are thinking about the brand, the budget, the legal implications — and their name on the line.

By showing you understand that, you’re not just selling a product — you’re proving you know how to operate at their level.

You move from “vendor” to strategic partner.

Bonus Lifehack: The Language That Works

Here are a few phrases Rajaee recommends using with signatories:

• “We’ve built in flexibility in case priorities shift.”
• “Here’s our structured off-ramp in case it’s not the right fit.”
• “This is a partnership, not a trap — you should feel in control from day one.”
• “We take on most of the upfront lift so your team can stay focused.”

These aren’t just soft words. They show risk empathy, which is exactly what signatories are listening for.

Final Takeaway: Don’t Sell to Be Impressive. Structure to Be Trustworthy.

Ashkan Rajaee teaches that the signatory isn’t your opponent. They’re your final checkpoint. And they aren’t looking for hype — they’re looking for safety wrapped in confidence.

So if you want the deal to close, don’t just show the upside. Show the backup plan.

Because when executives feel safe, they say yes.

That wraps the 3-part series on modern decision-making.

Missed the earlier parts?

📌 [Part 1: The Untold Truth About Decision-Making]

📌 [Part 2: The Influencer’s Advantage]

If this helped you think differently about business, sales, or internal strategy — share it. And follow for future insights on how to navigate power the smart way.