signandrecline

Enterprise Sales

Valued Contributor

Got an opportunity to charge higher for licenses

Long story short, my client didn't really mention that they will need the following licenses on top of the license being sold to them by my company -

dev license
2 staging license
production license (what we agreed on, and got paid for)

My company didn't consider the above either and went with production only, since this is the first time in company history where we've snagged a deal like this.

Now I have the opportunity to make ~ $15K on the additional 3 licenses (each costs about $5K), but I feel that shouldn't be the way to go about it. This is the first time this client is working with us, and I want to work towards building a relationship and add value. If that goes well, I'll be doing more than $20K in business with them down the line.

I'm thinking offering a bundled dev license + 2 staging license for $7.5K in total (50% off). Got a call with management coming up on Monday to go over this.

What do you folks think? WWYD in this situation? What's the process when you're selling licenses?

👑 Sales Strategy

6

9 comments

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CaneWolf

Politicker

1

Call me what you want, just sign the damn contract

I think your process and explanation makes sense. I'd just tell them "hey, we think this was a miss by both of us. Normally this would be $15k but we're going to skip the negotiations here because we want to start this relationship the right way. So we're going to meet you in the middle at a 50% discount, which we don't normally do."

Phillip_J_Fry

Opinionated

0

Director of Revenue

Yes. Dropping an additional 15k on the quote without a conversation is going to most likely leave a bad taste in their mouth, maybe even be a deal breaker.

signandrecline

Catalyst

0

Enterprise Sales

Agreed! I think I'll go with the 50% off approach.

GDO

Politicker

0

BDM

Seems right. Explain them what kind of advantage they have now. And see it as a gift. They will hopefully reciprocate. Buying goodwill can give payouts in the future.

Blackwargreymon

Politicker

1

MDR

Seems right. Explain them what kind of advantage they have now. And see it as a gift. They will hopefully reciprocate. Buying goodwill can give payouts in the future.

Clashingsoulsspell

Politicker

1

ISR

Agreed! I think I'll go with the 50% off approach.

MR.StretchISR

Politicker

0

ISR

I think your process and explanation makes sense. I'd just tell them "hey, we think this was a miss by both of us. Normally this would be $15k but we're going to skip the negotiations here because we want to start this relationship the right way. So we're going to meet you in the middle at a 50% discount, which we don't normally do."

Mr.Floaty

Politicker

0

BDR

Also, we don't respect marketing that much so that's a wash

Cyberjarre

Politicker

0

BDR

I've never felt respected in any sales role. I've had a non-sales former colleague outright tell me smart people don't get into sales.

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