The War Room
Question
Post

At what point are you willing to walk away from a deal?

As the seller, what does it take for you to say "This isn't happening"?

πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
2
Rallier
Politicker
+10
Account Executive
Usually after they reschedule twice. I know at that point it's basically lost
Telehealth_2the_Moon
Notable Contributor
+13
Director of Business Development
Makes sense. What's you're next move when you consider it lost?
Rallier
Politicker
+10
Account Executive
I'll absolutely keep following up, but I'll take it out of my forecast
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SADNES5
Politicker
+6
Hittin' Dingers
I 100% agree with this. Duck me twice, it's not happening.Β 
ARRisLife
Politicker
+3
Account Executive
When they're not respecting me or a mutually beneficial or aligned process. I play the give to get game and try to keep a balanced relationship. If you give away too much too early, then you're opening yourself up to being walked over.

Secondly if we're getting to a negotiation phase- I learned this the hard way but make zero concessions till all requests are out in the open, meaning 'oh you need a discount, okay well I'm happy to have that conversation but only once we understand all your asks holistically. We need your first turn of redlines, and and objections to contract terms, ie length payment terms ect. Once we understand what your requests are- we'll meet with the internal teams that need to approve such things and come back to you. This is obviously framed in a more friendly tone but you get the gist. Early in my career I learned a lot by giving giving and more giving only to find out at the finish line, they have another ask. This approach has helped me keep control and set the expectations that it will be mutually agreeable.

Lastly, when you're getting into these convos, it's important to take a step back, maybe with a manager discuss what your BAFO (best and final is) before you begin that way you know when the line is crossed and you hold each other accountable. In the moment you'll be desperate and be willing to give up more.

I'll say having that walk away line and using it is nerve wracking but so empowering, when you say hey we've done our best here, at this point it doesn't seem like we'll be able to move forward so we will have to take ourselves out of consideration. If you'd like to reengage we're eager to discuss.

This works. More than a couple times we've walked away and they come back because they know thats the line, usually some procurement chump trying to squeeze every penny out of you- then the business leader finds out and they come back and get the deal done.

Good Luck!
Telehealth_2the_Moon
Notable Contributor
+13
Director of Business Development
This is a great response! We just had a great "then we aren't the right fit" moment that led to a verbal commitment over the weekend. It was definitely nerve wracking, but I think it helped us understand what happened.Β 

I do agree that it is key to get everything out in the open and then start breaking it down. That would have helped in this case, but due to some odd 3-way conversations going on it was harder than normal.

That being said, we have had some hard nosed negotiations end up great due to that mutual respect you mentioned at the beginning. Even though it was tough, both sides were clear about what were must haves that would be a big hurdle but weren't related to cost. Because of that we put that to the side with the understanding we would address it after everything else was agreed on. The prospect and my ops team appreciated not getting pulled into that fight until both sides knew that everything else was cleared to go.
ARRisLife
Politicker
+3
Account Executive
Aweomse! Glad it worked out for you and sounds like you just got to the next level of the sales swagger and confidence that can help set the tone for the next deal and beyond.

You mentioned another great point which I missed, your internal teams will start to respect you more and your credibility will grow with other teams like ops, legal ect. I've gotten to a point where I'm outlining go's and no goes to their legal team based on what I know we'll be open to negotiating. My legal loves me for it becasue most reps don't do it and it turns into a pissing match.

Good job!
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Slavic
Good Citizen
Director - Enterprise Sales
Either when the customer keeps rescheduling or after they stop responding 3+ times.Β 

I usually say something like β€œdid you give up on ____ project” or β€œI need to pull our resources away from this engagement. Happy to chat again when this becomes a priority” 

the β€œgive up” line is well known in tech sales world but it works.Β 
Telehealth_2the_Moon
Notable Contributor
+13
Director of Business Development
Well known can certainly still be effective!
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
When concessions keep getting asked for and I have nothing left to get, just give. Draw a line, say no. Half will still close and you save faceΒ 
Salespreuner
Big Shot
+11
Regional Sales Director
When the prospect stops communication ,connecting with new people in the organisation, over negotiates and fails to understand the value πŸ™
Chep
WR Officer
+10
Business Development Team Lead
The multiple reschedule for sure
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