ventox35

Sales Leader

Lost control of the sale

Ever lose control of a sale? But it's a good potential deal so you keep giving away and giving in to the prospect's demands? Looking back, I've been working a deal for a few weeks. The goalpost shifts almost daily. The prospect is pitting me against my competition, and in turn asking for more and more (she's smart). But I hate having to give so much away, but also really need the deal.

How do you prevent the prospect from moving the goalpost, while also satisfying what they want from you? How do you take control of the sale?

👑 Sales Strategy

😎 Sales Skills

🧠 Advice

15 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

With the limited context you shared I’m 98% certain your prospect is just using you to negotiate with the competition.

I would draw a hard line and tell them that’s your BAFO. Sign, or walk and go with the competitor.

I go into every deal with a walk point, and once I hit that it’s no longer worth my time and I cut bait.

UrAssIsSaaS

Arsonist

SaaS Eater

These are my thoughts exactly. Is your competition the incumbent? If so you're just being bent over a barrel to drive a better deal with your competitor.

She now knows you will cave to every request so you're fucked until you draw a line in the sand.

SaaSam

Politicker

Account Executive

Definitely. When I go to Vegas I think of a limit I'm willing to lose before I'm done and when I hit that number, regardless of how much I've won, I'm out. Same fuckin thing with sales. Prospects can smell desperation and will use that shit against you.

ventox35

Politicker

Sales Leader

UPDATE: won the deal. i knew they were using me to bargain the best deal. i understood it. just frustrating to be worked like that..

hh456

Celebrated Contributor

sales

Set the deal, leave it there. You're exhausting so much energy to close a deal and she's racing to the bottom. Could you make up the delta focusing your efforts on other deals while she makes a decision? Sure she may go with a competitor and that hurts your paycheck, I get it. But if they come in like an infested cat, they're gonna take a lot of work after the sale.

I would give her an ultimatum, hey, here's the deal, I've conceded too much and you keep taking. The previous concessions are off the table, you lost your window. Take the original terms or go buy Gong, idgaf.

Then move on and keep working other deals.

paddy

WR Officer

Director of Business Development

Don't give too much ground because if they're acting like this during negotiations, imagine what kind of hell they'll put you through when they're a client. Sometimes it's best long term if you just don't sign them and move on. Unless you're moving to a different company right after you collect your commission and want to burn a bridge. Then go ahead and sign them.

SaaSam

Politicker

Account Executive

Absolute worst clients I've ever dealt with were the ones that got the most concessions, the biggest discounts. One of the main reasons I stay the fuck away from account management anymore.

Jbeans

Opinionated

Director of Sales

I’m late for the party here but couldn’t agree more. The small deals that drive my value to the bottom are the biggest time sucks. Always end up regretting it after the initial sale is done.

InQ5WeTrust

Arsonist

No marketing, mayo isn't an MQL

Once you're over the barrel it's hard to stand up straight again.

Set a hard line and be willing to walk away. You're losing time that could be spent on sourcing or working other deals.

BmajoR

Arsonist

Account Executive

She's fucking you deep and dry with no KY my friend. Draw the line and move on.

CuriousFox

WR Officer

🦊

Gain control by not being afraid to walk away. She smells your fear and desperation and will continue to use it until you change the conversation.

mitts2

Politicker

Account Executive

Already lots of good advice so I'll try to add something new.

Negotiation is a dance of give/gets. You are far along it sounds like so will be tough to walk it back but you need to start asking for things in return when she asks for something. Could be as simple as a timeline commitment, etc. Try to start asking questions and find new levers to pull on to bring control back into your hands. You're in a tough spot but not impossible to turn it around. Just depends if you think this is worth your time.

ventox35

Politicker

Sales Leader

i did win the deal. beat the incumbent and 3 other vendors. sucked to be worked like that..but we needed the deal and definitely made way too many concessions. lesson learned. give/get, draw hard lines. but hey, i'll take a 3 year contract all day!

avocadobegood

Valued Contributor

MM Account Executive

you might need the deal - but do they need your solution? if you don't know the answer to this question than they're just using you to negotiate against competition.

goose

Politicker

Sales Executive

You lost me at "really need the deal". That's your downfall.

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ventox35

Lost control of the sale

15 comments

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