what's your best way of asking the question if you're the preferred vendor in the deal when people won't say.
StringerBell
How to ask if you’re preferred?
14
Are we the vendor of choice?
If they won't say you probably aren't.
If they won't say you probably aren't.
This is always the case. Like with dating, if they want you, you will know.
and if they say you are, there is a chance you are :D
best way to ask, is to ask.
I think that’s generally true but not always, sometimes they don’t know at the moment for sure so they’re holding their cards…I guess what would you ask if they remain coy? I always try to ask people if there’s anything that’s seen as a shortcoming so I could at least speak to it. However, I don’t find people always tell me.
Don't know vs holding back are different.
If they don't know you can dig in on decision criteria and help shape.
If they're holding back you're probably losing or dealing with someone who isn't involved in the decision.
If they don't know you can dig in on decision criteria and help shape.
If they're holding back you're probably losing or dealing with someone who isn't involved in the decision.
☝️ this. Nada mas.
Simple as that
/thread
"so... will you be my girlfriend?" "are we going steady or are you looking at other people?"
Keep it simple!
Keep it simple!
Check yes or no
I THOUGHT YOU'D NEVER ASK!
Well.... for you I needed to play hard to get. -every DM ever-
Hahaha I hear ya
Depends on part of process, i typically go for a quid, quo, pro at some point after demo and discovery. We would like a deeper dive into this piece of functionality with this department, thats nice, totally understand, are we the preferred vendor right now or are you doing this deeper dive with all the competitors? Something like that
Ask, and if they tell you they're still deciding, ask what's keeping them from making a decision. See if they can give you any details about steps remaining in the process or if there is some hold up that you can help them overcome.
Recommend multithreading in the account if possible, and better still if you have a partner involved who can help clarify what's happening and where you stand.
Recommend multithreading in the account if possible, and better still if you have a partner involved who can help clarify what's happening and where you stand.
Don’t overthink it or try to get cute. Just ask. If you wrap your question into fancy words, your prospect may not understand/answer the question you are trying to ask.
Ask them.
Better to be direct, and even if they say you are #1 there is a chance you aren't
If they won't respond to the direct means "are we vendor of choice, yes or no," then another way of getting there is to ask for feedback on the product or offer, "what do you think we could do to improve the technical fit or the offer for you?"
If the response is long and included potentially important items, then you have you're answer, you're not the vendor of choice. If it small items, obstacles you can overcome, then you're more likely to be vendor of choice.
You're basically asking the same question in a different way.
If the response is long and included potentially important items, then you have you're answer, you're not the vendor of choice. If it small items, obstacles you can overcome, then you're more likely to be vendor of choice.
You're basically asking the same question in a different way.
I’ve had some success with “why would you go for us, what makes us different and a better fit for you?”.
I haven’t tried this with all deals, but the few i did they let me know of why they’re considering us and i can get a sense if we’re leading :)
I haven’t tried this with all deals, but the few i did they let me know of why they’re considering us and i can get a sense if we’re leading :)
If you don't want to ask straight up - why not ask what other options they have or what they've been told from other sources? You can get a great answer based on where and what information they have to compare you against, whether it's an incumbent or an apples to apples competitor based on what they give you back.
@StringerBell fucking great name, better show. They need to re release the wire in some crazy good HD format.
@StringerBell fucking great name, better show. They need to re release the wire in some crazy good HD format.
I ask directly if we are the vendor of choice - if we are, I can push for more ease of process/ discounts / better implementation service. So I do give them leverage too.
Now this is a great question! Wish I knew the answer and I wish there was a 100% solid answer for this. But in my experience there isn’t.
My advice - do all you can to develop a champion pre-RFP. That’s about the best you can do.
My advice - do all you can to develop a champion pre-RFP. That’s about the best you can do.
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