'come to jesus' conversation - how to broach with your champ, general best practices, etc.

Deals about 30 days old, referral from VP (signer) - "timely initiative" , to two manager level contacts. Both have been demo'd, agreed to a mutual eval with documentation supporting, and are displaying champion-esque level buy in. This week - demo'd down to their primary end user, positive response and is all but begging for something to make his life easier.


Deals a $32k annual which is about $15k below ASP for us. We have not discussed metrics, and I don't believe any of my contacts are in a place to accurately asses those anyway in terms of overall company impact we can provide ROI wise. The main thing holding the deal up is a broader ERP implementation that the signing VP and C-suite desires to be completed before our platform is rolled out. One doesn't need the other - ours would be faster and make the lives of the 3 contacts listed above EXPONENTIALLY easier.


My ? is this - (and i realize there's not a lot of context here bust just looking for general ideas) how do i frame the CTJ conversation to my champ (s) without a) offending? , b) getting into the weeds of an ROI / price discussion they are not equipped to have? , or c) setting myself up for a long layover before eventually meeting with the VP? (at which point i fear a deeper ROI discussion will effectively restart the evaluation on some level).


**yes, i have considered going directly back to the original referring VP, but my gut says to broach going straight there with the champ first before doing so.

๐Ÿ“ˆ Closing
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AEโ€™s - hereโ€™s a very client-centred way to gather information about โ€˜WHENโ€™ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place

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