Keep It Simple Stupid

I was just on a discovery call with a prospect. He mentioned he looked at us 4 years ago as well as one of our competitors (as most customers do). At the time, he preferred us from a tech perspective. The GUI was better, we had better features, etc.


We lost the deal because our rep made the process too complicated.


He sent out too many quotes. Many of them incorrect. Gave the prospect too many hurdles to jump through when looking at the solution, etc.


He WANTED to buy us over our competitor. The rep at my company blew it. Fortunately for me, he's now halfway through year 4 of a 5 year agreement. He wanted to come back around and look at us again and talk to a different rep.


So here's your reminder to not make your customers have to work hard to buy your product. Don't send them too much stuff. Make sure when you send out quotes, they're accurate. Quit over complicating the process and keep it simple.

๐Ÿ“ˆ Closing
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14
CuriousFox
WR Officer
10
๐ŸฆŠ
Some reps get excited and feature dump instead of actually listening and solving problems. Well said.
NotCreativeEnough
Big Shot
3
Professional Day Ruiner
I hear it all the time. There's a new rep at my company now who's like that. His discovery call's are typically about 45 minutes long and he spends the whole time talking about how great we are, all the cool stuff we can do, etc instead of actually listening to what the prospect is interested in
Sunbunny31
Politicker
2
Sr Sales Executive ๐Ÿฐ
Ouch.ย  That is a mistake.
jefe
Arsonist
3
๐Ÿ
It's all about reducing friction.

Solid advice, thanks for the reminder!
Sunbunny31
Politicker
2
Sr Sales Executive ๐Ÿฐ
Excellent reminder.ย  ย Thank you.ย  Absolutely keep it easy for a customer to buy from you.
Blackwargreymon
Politicker
1
MDR
Some reps get excited and feature dump instead of actually listening and solving problems. Well said.
Error32
Politicker
0
ISR
Just my 2 pennies and whatnot.
5

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