Selling consulting services for a SAAS company and after we go through ROM pricing the customer has been ghosting us. How can I avoid this in the future ?
Keep getting ghosted after ROM pricing
7
TennisandSales
Politicker
4
Head Of Sales
most of the time when i see this, its because you have not done a good enough job of identifying the gap / problem they have.
the problem is not big enough in their mind.
this is solved by doing better discovery.
the problem is not big enough in their mind.
this is solved by doing better discovery.
braintank
Politicker
3
Enterprise Account Executive
I'd guess your stuff is too expensive compared to perceived value
Justatitle
Big Shot
2
Account Executive
After you give them an estimate do you ask if they can justify that cost and how they feel about the numbers you just gave them? Also do you insist upon a next step meeting to gauge how any other internal people there felt about what they presented in relation to what you are trying to sell?
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
^^ This. I'd present the pricing in person as part of a recap of the services you provide and the value they'll get from them, then share the cost, and ask them for feedback. You may get immediate pushback, or a request for time to regroup and consider, but you have given them an opportunity to accept or reject your proposal, and it should help you at least understand where the objections are coming from.
Not_2_Salezy
Member
1
Program Manager
Get better at qualifying. Understand their specific problem and tie a monetary value to it. Get their timeline, willingness to solve the problem / budget allocated to solve the problem BEFORE you drop your number. Are the people ghosting you the primary decision makers?
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
Usually one (or both) of two things:
(1) you did a poor job on conveying your business value
(2) it’s not a priority at this moment but that may change.
(1) you did a poor job on conveying your business value
(2) it’s not a priority at this moment but that may change.
CuriousFox
WR Officer
0
🦊
How many have ghosted you?
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7 comments