Customer: SaaS Website Plugin Vendor - Heatmaps and Conversion
My first deal in my new company. 27 days to close start to finish, 4 zooms, 26 customer emails and 34 deal desk emails... They'd been using our freemium tier, they were very much set on upgrading but wanted to low ball the fuck out of us. It's an EMEA deal but I'll stick dolla dolla bills y'all so ye don't have hit xe.com
CEO offers off the bat that they've only $25k of a budget, yet he's got an SI (Systems Integrator) working on the freemium service burning cash and the launch of the product is only 3 months away. He's middle eastern guy, nothing wrong with that but he'd be betraying his heritage if he didn't absolutely drag the sales rep over hot coals before he ever signs a deal.
Negotiation took 2 weeks, I basically said no to him 3 times using the Chris Voss technique, first offer $25k, no, second offer $35k. no, third offer $43k, let me best and final you. I told him I'd offer him a best and final after their 3rd offer, put $53k in front of him, he smiled immediately, game over, committed him to 3 years and marketing references. Service Order took 24 hours of Deal Desk bingo, a casual 26 emails and docusign sent, they signed within 2 hours. They got circa 27% discount, a lot of the so called savages in the company, not necessarily my team like to get closer to 40%. We all aim for perfection aka negative discount but I'm happy with
I wrote myself up as a hero in the closing comments on SFDC, no one was gonna do it for me. EMEA VP slacking me to say great job, keep the momentum. It was a great feeling to be honest and glad to be on the board before August.
I read Chris Voss's "Never split the difference" before the negotiation stage, my manager had recommended it to me and it really helped to bolster saying no to these guys. I've been at this career a while but finally starting to feel things are picking up after covid and putting in the effort to sharpen my skills can only help get that sweet sweet commish!
Yours in commission