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Converting a NO to YES after demo

Any particular tips in SaaS selling to CHROs and demos done


How'd you convert a no to yes?


Tips would be helpful, please


Converting NO to YES
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1
CadenceCombat
Tycoon
+13
Account Executive
This post is a little thin, my friend.

It’s all contextual...

To draw a parallel with Formula 1... The moment you stop trying to take advantage of a gap for an overtake is the moment you stop being a racecar driver... But if you try to move into a gap that isn’t there then you’re going to crash...

Same goes for sales... Do you actually have sound counterpoints to turn that NO into a YES? Then make your case. Go for that gap.

The fact that your prospect is a CHRO doesn’t explain anything...

How do you expect to get any insightful advice without including the details of your situation, the product you sell, the reasoning behind their β€˜no’...?

Just sayin’ but good luck on converting them!
Salespreuner
Big Shot
+11
Regional Sales Director
Thanks for dropping by and sharing your thoughts and analogy @CadenceCombatΒ πŸ™


PFB the details :

Persona : CHROsituation : 1 demo + 1 meeting post demo doneProduct : AI conversational toolMain reason : cost (although they have absorbed the value)
Competition : is there, too
CadenceCombat
Tycoon
+13
Account Executive
Then yeah, I stand by my original comment...

Cost is relative, obviously. Is the cost too high because their budget is frozen and spoken for? Then, yes, move on.

If they feel the cost doesn’t justify the value, sometimes you can change their minds, sometimes you can’t.Β 

I’m guessing you only have theoretical, indirect ROI to lean on to make your case which is a challenge when you are looking to overcome a pricing objection...

If they are moving forward with a solution but are leaning towards a competitor, build a competitive analysis that highlights the advantages of your product.

There’s no magic recipe to overcome objections.
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softwaresails
Politicker
+4
Sales Manager
You should check out the book Start with No by Jim Camp. In this book he talks about how getting a "no" first is probably the best outcome because every no is reversible.

I'm not saying the entire book is fantastic but he does have some good points.Β 
Salespreuner
Big Shot
+11
Regional Sales Director
Love that. Thanks for adding in
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