How to effectively respond to notice that a client has proceeded with another solution

Question

What's up sales savages.

Received notice today that a prospect is going with an alternate solution from what we have recommended for them.

We know it's the wrong decision for their business; how do you respond to emails like this?

Let'm sink and fail, then tell em that you told them so after they realize it. Or go straight savage and tell them they are making the wrong decision now?

Accepted Answer

This is more my style, not sure if this would work for everyone, but it would look something along the lines of this framework:

Answer

I always try to set up a call and understand why they made the decision and then map it out from there. I see no problem, if it makes sense, to say "Hey, I'm worried about this decision for you for X, Y and Z." And make sure you just don't burn the bridge on the way out. They could come back after screwing the whole thing up.

Answer

I always reiterate their goals and why the solution they picked does not line up. I then get them to agree to stay in touch through the deployment of said competitor, because I know full well we would do it faster/easier. I actually have a 50% success rate getting someone to come back a few quarters later once they realize their deployment is going off the rails and the competitor over promised.

Answer

That's a good sign you did a decent job, firstly. At least, they're not letting you hang.

Mbeezy4sheezy

How to effectively respond to notice that a client has proceeded with another solution

6 comments

Mbeezy4sheezy

How to effectively respond to notice that a client has proceeded with another solution

6 comments

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