How do you handle "We'll buy you if you buy us"?
I've seen various versions of this scenario come up a few times in my career
-You're cruising along in a sales cycle with your prospect
-Somewhere in the middle of the sales process, your prospect says "You know, I think you guys could use our product as well......can you intro me to your VP?"
-You want to be nice and help them out in hopes it'll solidify your own deal so you make the intro
-After the intro, your VP isn't interested in their product. This SHOULDN'T have anything to do with your deal (after all, these are 2 completely different products and you've already established value fair and square) but still a bit of a buzzkill in the overall conversation
-...............your deal suddenly stalls
-Your prospect says something like "Well......our budgets just tightened up so I don't have a line item for you anymore. BUT if you were to buy us, I think that'll help your case"
How do you get out of this situation? Or better yet, how do you avoid ever getting in this situation to begin with?