SalesSponge profile picture
SalesSponge profile picture

SalesSponge

Account Manager of Machine Tools

Best way to “push” business owner to make a decision?

I sell capital equipment. This particular project is for a CNC machine that is just over 400k. The customer (owner) is slammed with work and very busy. He’s either going to replace the machine with the identical mfg he has now or go with the machine we offer, which he doesn’t have in his shop, but told me was always his dream to own.


He’s told me the past two weeks he has questions for me but hasn’t had time to put “pen to paper”. How can I help him get me those questions so I can get this deal closed. I have no idea what they could be, otherwise I’d start throwing useful info at him.


The company is a 2-1/2hr drive from me, so not far. I’d like to ask for a meeting but with him stating multiple times how busy they are, I don’t want to come off as someone who doesn’t understand their time is valuable.

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🧢 Sales Management
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7 comments

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paddy
WR Officer
3
Director of Business Development
I'd make a Calendly and send an invite so he can choose a time that works. Otherwise you're kind of at his mercy
Chep
WR Officer
2
Bitcoin Adoption Specialist
Ask questions until you really get to the need. It's cool he has a dream to own one but a nice to have is a lot different than a need to have.
eagl1258p
Old School Bravo
1
Senior Strategic Account Executive
My advice.. A dream does not equate to a need. Unless you can craft a narrative that ties your product to his current work overload, you'll continue to get pushed. I'd wait until the first week of June. If there's no contact from his end, you shoot him an email that says something like 

"Given the low interaction level over the last couple of weeks, I'm sensing that the addition of "insert product name" is a low priority for you. 

Perhaps I have done a poor job of positioning the value of this solution. 

In any case, should this inquiry be closed out?

My management is desiring me to present to you some compelling pricing, but I don't think it would matter if the need isn't there. 

I very much appreciate your update, 


This forces him to either stop leading you on for a deal that wasn't going to close anyway, or he will qualify himself as a valid prospect. 
SalesSponge
0
Account Manager of Machine Tools
I would agree that his dream doesn’t equate to a need. In this case, his dream machine is at the top of the pyramid for the type of work he does. It’s faster and more accurate, and will be for longer than his current machines. With those capabilities, comes a greater price tag. 

In all fairness, I was encouraged to send him pricing for the machine VERY early on by my seniors after I was not getting anywhere with discovery. Terrible rule to break. I know. 

 I was able to go back to the “beginning” and find the reasons he was looking for a new machine and how they use machines for producing their parts. 
Salespreuner
Big Shot
1
Regional Sales Director
Make the need to very irresistible. Make it even urgent by putting in some case over scarcity and create urgency. Then block his calendar 
cw95
Politicker
1
Sales Development Lead
From my experience, although you may think it's annoying to do, i'd pester. Pester pester pester. They can't ignore it and if they get annoyed then it's for a good reason. 
SalesSponge
0
Account Manager of Machine Tools
Thanks, everyone. I acted on each piece of advice given. Sent calendar invite for when I was in the area. Established the need for the machine based off the desired speed/finish quality/longevity needs. Questioned his seriousness and used that to obtain a lot of details. The customer left out one major detail, which was they were working with another dealer that they have long standing relationship with. 

They bought the machine, two actually, but from the other dealer. The deal is being split 50/50 since it’s in my territory. I had to call to thank them for their business, then scheduled a meeting with them for other services we offer. 

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