Patrick_Bateman

Senior Sales Consultant

Lose FAST!!!

Some of the best advice I have ever gotten is to lose fast. Management doesn’t care about your personal time so they want you to work every deal equal (except for good management but that’s rare as we all know). Being in the trenches we know not every deal is equal. Classic example is the fear of giving price ahead of time. As if you can just coax them into a meeting and you or your product are SO GOOD they just won’t care about the price anymore. It’s pure nonsense it works 1/100 times. The other 99 they hear the price after you wasted days, weeks maybe months and it is simply out of their budget which is something out of your control and maybe even out of their control depending on their position. Lose fast. If they are looking for a ballpark to determine budget give it. If there’s something you know could be a deal breaker throw it out there early. Stop trying to look and feel busy you don’t get paid on activity you get paid on getting deals done. $$$$$$$$

👑 Sales Strategy

☑️ Qualification Calls

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9 comments

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JuicyKlay

Celebrated Contributor

2

AM

There is nothing worse then getting 3 or 4 meetings in before talking even ballpark price because you believe in your products value so much and think they will. I worked for a company with this mentality and prospects would get pissed to find out we were 200k when they thought we would be 20k. It was out of our hands as reps - VP’s required us to pitch like this.

Patrick_Bateman

Fire Starter

2

Senior Sales Consultant

Spot on brother! That strategy starts with a position of FEAR! Fear of missing out, losing etc. and it’s pure crap. Similar to playing not to lose vs. playing to win.

poweredbycaffeine

WR Lieutenant

1

☕️

Disqualifying quickly saves time, money, resources, stress, good scotch, even your job!

stanrym

Valued Contributor

1

CEO

getting to a no asap helped me just close more deals.

Prizrak

Politicker

1

Disruptor of worlds

Ya this is a crazy strategy. Qualify or disqualify fast. I worked trade shows once upon a time. And it was for a product that got a lot of looks. So people in your booth werent always prospects, in fact, 99% couldn't afford what we were selling. So you had to be able to ask without asking, can you even afford this?

Sounds like upper management has never sold anything before....

Patrick_Bateman

Fire Starter

0

Senior Sales Consultant

Agreed!

SADNES5

Politicker

1

down voters are marketing spies

Same Strat for stock picks as well as prospects for me. Cut your losses early and often.

I like the phrase "lose fast"

KPIMaster

Politicker

1

Enterprise Account Executive

If they ask for price on the first call, it's a sign they aren't seriously evaluating or want confirmation they're already paying the best price. I would ask "is that the main deciding factor for you to make a switch?" If they answer yes, I'm out regardless, if no, then...What Mr. Prospect?

Patrick_Bateman

Fire Starter

2

Senior Sales Consultant

You’re looking at from a very specific point of view which is why your theoretical question was about “switching” not every sale is switching someone. If you sell disruptive technology there is no switching and also if it’s brand new tech the customer has no idea what so ever the price. Your example might prove true in the world of my first job ever out of college which was ADP. That was a massive customer stealing game between ADP and Paychex where business owners just shopped lowest prices. Even then though the idea that you have the amount of control to make that customer stop thinking about price in nonsensical. Once in a blue moon can you remove someone completely away from pricing out their options. It’s far more productive to give them an answer and then just qualify. “We are XYZ price and just getting ahead of it I’m sure you’re already thinking that’s more than ABC company however there are very good reasons as to why we are more I would love 15 minutes of your time to explain if you still don’t think we are worth it at the end no harm no foul”. Simply not giving them the price at all though and insisting on a “discovery call” or whatever non-threatening name Sales Ops gave the sales division to say is a waste of everyone’s time. Also your opening statement has no basis in reality “it’s a sign they aren’t seriously evaluating” that’s just an opinion there are no stats or data to back that up. People would actually probably argue the opposite if they want to know price they are quite serious about the good or service which is why they want to see if it’s even possible budget-wise.

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