Advice Needed- I keep getting ghosted

I'm working this large deal that keeps going sideways... DM and Influencer are both flaky AF and have ghosted me 3 TIMES IN A ROW now! I've put together exactly what they asked for/need and am giving them enough cost savings to fund a new employee in the IT Department (badly needed and much appreciated by the Dir of IT/Influencer). Director of IT needs CFO to give a stamp of approval, but between the two of them I cannot get them both to actually attend the meeting where we are supposed to review.


The "reasons" for the last minute cancellations have been:

Dir of IT wife in hospital

Dir of IT in hospital

Personal family issue for CFO


Sure, maybe they're all real- but honestly I don't believe it. I think that this is a healthcare entity and it's a terrible time, albeit I'm funding the capacity to hire help. It should be noted, the entirety of this interaction is virtual- they're within driving distance (about 3hrs away) but I will not drive there to be stood up, and considering the times and vertical I felt it wasn't even appropriate to offer.


I need ideas on how to revive the importance of this meeting. Emails go unread, phone calls work but they're 'so busy' that they aren't attentive on an impromptu call. I was considering sending a Pinatagram (props to whoever in the WR threw that idea out a long time ago!)


Long story short: I need a pattern interrupt- Help Me!

๐Ÿ‘‘ Sales Strategy
๐Ÿง  Advice
๐Ÿ’ป Virtual selling
15
funcoupons
WR Officer
6
๐Ÿ‘‘
It's possible the events are real and they're just having a string of bad luck in that company, but unlikely. They're probably telling you that because it's hard to overcome those reasons without sounding like an asshole...but maybe I'm just jaded.ย 

Have you tried calling them out? Calling them out of the blue and mentioning that it feels like this project isn't a priority? Give them an out. Either way you'll get an answer.
BasstheBear
Opinionated
4
Business Development Representative
One of the most helpful tips one of my AEs taught me was giving the prospect a way to exit the process (this was for meeting reschedules for my AE). If youโ€™ve provided enough value up to that point then the pressure will be put on them oppose to you.
UserNotFound
Politicker
1
Account Executive
I think that's what I'm going to have to do... I just hate it because I know 100% it's a win. It's not often that I'm super confident that what I've got is the best decision they could make, but in this instance it really is.ย 

I dont even have competition, well other than 'no change'... which is definitely the hardest to overcome.ย 
funcoupons
WR Officer
1
๐Ÿ‘‘
It's annoying but out of your control. If they're not in a buying mindset, it doesn't matter how perfect the fit is.
UserNotFound
Politicker
1
Account Executive
I feel attacked... with the truth. Damnit @funcoupons!!
funcoupons
WR Officer
1
๐Ÿ‘‘
Tough love. <3
TheNegotiator
Arsonist
1
VP of Sales
Better way is to politely walk away. Not permanently, you can leave yourself an out. But guilt trip them in the most polite way possible. โ€œHey, I know someone would never make up excuses like this to try and get out of a meeting. If anything, I feel like the bed guy/gal for trying to book time with all of you during such a period of crisis. I think we all agree I have a great product/solution for you guys, but the timing is obviously off. Why donโ€™t you guys get back to me when you guys have more time, and Iโ€™m sorry for following up so muchโ€. Oren Klaff talks about always be leaving, instead of the age-old saying if โ€œalways be closingโ€. Make them respect you too.
funcoupons
WR Officer
0
๐Ÿ‘‘
I'd eliminate the first sentence as it could come off as passive aggressive if not toned perfectly but I like the rest.

If they are lying it gives them a guilt trip and hopefully they smarten up, if they're not then you'll be able to gauge the real level of interest moving forward.
goose
Politicker
2
Sales Executive
I'd probably try to elicit some sort of response to let me know if they are serious about the opportunity.ย  The "have you given up on" email that Chris Voss references usually gets a succinct, candid response from my clients (some good, some not so good).ย  If you are the one pushing for meetings or calls it might be you that's interested in the deal.ย  Find out if they are interested as well by letting them of the hook.
UserNotFound
Politicker
0
Account Executive
I'll have to look that up... I'm torn because I know it's a priority for the IT Director, but like a typical IT Director he's not enough of a salesman to get his CFO on board enough to even attend the meeting. I'm a little afraid that if I give the IT Director an out he'll take it because he's meek and afraid of confrontation even if it gets him the resources he needs... I've only ever sold tech so idk if a lot of buyers are like this, but men in IT seem to struggle with pushing for the tools they need.ย 


I am 100% confident I'll come out of this meeting w/the CFO with a yes- I'm hitting all the checks as well as some they don't even know are possible that directly correlate to patient care and quicker billing. All things the C-Suite will love if they listen.ย ย 
funcoupons
WR Officer
2
๐Ÿ‘‘
If you aren't having any luck otherwise, might be worth it to just go over the IT Director's head and approach the CFO directly. You don't have a lot to lose by the sounds of it.
UrAssIsSaaS
Arsonist
1
SaaS Eater
This was my thought as well. You have a bit of a champion here but you are beating a dead horse trying to close them at this point. Go directly to the CFO and outline why this needs to be a priority for him based on your convo with the director or IT.ย 

Based on what you have mentioned here, you are supremely confident that your solution is nails so you can roll into that meeting knowing how to speak to his priorities and solve them. If the IT director is meek, don't rely on him to do your job, you're the best person to sell this solution so go straight to the source and do it.ย 
goose
Politicker
1
Sales Executive
Might work. ย I would rarely encourage someone to go over their champion. ย There is always a dick in the deal; you donโ€™t want to create one. ย Worth considering though.ย 
funcoupons
WR Officer
2
๐Ÿ‘‘
I don't usually encourage it either but if you've exhausted other options and they're expressing disinterest anyway what's the worst that could happen? Haha.
UrAssIsSaaS
Arsonist
2
SaaS Eater
Yup exactly, this isnt my go to first option but if things continue the way they are moving now, this is going to end up in a "no" anyway, you just wont know for 3 more months and will have wasted time.ย 

Even if you go to the CFO now, piss him off, and dont close the deal you can move on and stop wasting time/resources chasing this lead down. Its a 0 either way worst case so lets get there quicker if thats where its going.ย 

On the positive side, you get directly to the DM, and if its as much a slam dunk as is outlined, you will save a ton of time and resources getting to the "yes"
UserNotFound
Politicker
2
Account Executive
It's perfect right now, actually- because last week's excuse was that the IT Director was in the hospital, I can certainly go off the presumption he's still in there and an "I don't know any better than to contact CFO directly" attitude.ย 
UrAssIsSaaS
Arsonist
1
SaaS Eater
I think you have your answer!ย 
SaaSam
Politicker
1
Account Executive
If push comes to shove you may just try to schedule the meeting to be in person. That is if giving them an out as @funcouponsย suggested isn't enough. If they know you're going out of your way to meet them they may very well go out of their way to make sure your trip isn't in vain.ย 
UserNotFound
Politicker
1
Account Executive
Legit not going to drive a total of 6 hours, and pretty much use a whole business day to hope they show. It might sound ridiculous but, nah. My time is worth more than that.ย 
SaaSam
Politicker
0
Account Executive
I can respect that, I would take that same attitude when rescheduling your meeting with them. Knowing the value of your own time and coming across as such is a good thing to do, almost only as a last resort as some folks are super turned off to it, but it may light the needed fire under their asses
Kinonez
Celebrated Contributor
1
War Room Enthusiast
Itโ€™s posible these reasons are true, I would never lie about medical issues. Have you tried addressing the elephant in the room? Being vocal on how you understand the pst few cancellations have been beyond their control and very serious, but want to make sure they are still interested in the deal.ย 
UserNotFound
Politicker
1
Account Executive
I haven't had the chance yet, because my contact isn't available ('in the hospital')ย 
Kinonez
Celebrated Contributor
0
War Room Enthusiast
I'd give it a day or two. If it's true, it's the best course of action.ย 
cw95
Politicker
1
Sales Development Lead
Firstly, what's a Pinatagram, im intrigued and somehow also want to do this.ย 

Secondly, I would leave it a week or two and then send a really personalised email whilst also asking for a solid yes or no, in your words of course.ย 
UserNotFound
Politicker
1
Account Executive
You should google it... so cool! I wish I could remember who on here said they use them! I searched and couldn't find the post where they were mentioned.
cw95
Politicker
1
Sales Development Lead
Just Googled it, pretty cool!
UserNotFound
Politicker
1
Account Executive
Update for @funcouponsย & @gooseย ...I called the CFO (no answer) and left him a voicemail playing dumb about rescheduling, blah blah blah. Ended up emailing him a f/u to the voicemail several hours later and he immediately replied to reschedule but said he wanted IT Dir there and cc'd IT Dir.ย 


Maybe this one won't get rescheduled since it's the CFO that scheduled it. Fingers crossed.ย 
Blackwargreymon
Politicker
1
MDR
I am 100% confident I'll come out of this meeting w/the CFO with a yes- I'm hitting all the checks as well as some they don't even know are possible that directly correlate to patient care and quicker billing. All things the C-Suite will love if they listen.ย ย 
Clashingsoulsspell
Politicker
1
ISR
ย think that's what I'm going to have to do
Stratifyz
Big Shot
0
Account Executive
You mention healthcareโ€ฆ what space are you in?
UserNotFound
Politicker
0
Account Executive
Telecommunications + Cloud
LordBusiness
Politicker
0
Chief Revenue Officer
Sounds like the CFO is the keeper of the deal, and he's not seeing enough value/urgency from the influencer to push it through and/or prioritize.ย  Based only on what you read -- you need to crack the CFO directly or you'll be ice skating up hill.ย 
Sniper
Valued Contributor
0
Enterprise Account Executive
Keep failing as long youโ€™re failing forward
GDO
Politicker
0
BDM
If the events are real, nothing you can do. If not, it comes down to get the excitement levels high enough for them to be willing to join.ย 
MR.StretchISR
Politicker
0
ISR
I'd probably try to elicit some sort of response to let me know if they are serious about the opportunity. The "have you given up on" email that Chris Voss references usually gets a succinct, candid response from my clients (some good, some not so good). If you are the one pushing for meetings or calls it might be you that's interested in the deal. Find out if they are interested as well by letting them of the hook.
8

What's your reply for the prospects, who want free advice and make you do lot of documentation, which eventually results into ghosting ?

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First time getting fired yesterday. Any advice?

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Advice Needed: My boss keeps taking my deals!

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