Walter DeCasas

Sr. Director Accounts and Business Development at Concentrix (Marketing Solutions)

Prospect Gone Cold!

I had this prospect on the hook and very interested and then he gives me this:

"As of right now, in full transparency, it appears that we have a current vendor with a solution to our vision, and we will evaluate that first before we consider any other options."

Any suggested responses?

🏰 War Stories

🔎 Prospecting

15 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

it means they are going with the "devil they know" first and are hopeful their solution will solve the problem.

If you know their current provider, you could proactively write a response which compares/contrasts your solution to theirs.

Diablo

Politicker

Sr. AE

Did you get to know who the vendor is? I am curious to know if they found anything missing in your tool or mentioned about any deal breaking event during your interaction.

Sr. Director Accounts and Business Development

No don't know the vendor. We hold a patent on services not much competition out there. thanks for responding

oldcloser

Arsonist

💀

"Curious to know what you like most about them"
"Which feature do they offer that convinced you to take a look?"
"Was there a feature you would like to have seen with us?"

You've got to ask questions. Many.

Sr. Director Accounts and Business Development

thanks for the response and suggestion!

Justatitle

Big Shot

Account Executive

How many competitors do you have, if there is a guerilla in the room you can always bring up where you beat them out in email without naming them and trying to poison the ole well

Sr. Director Accounts and Business Development

not many - we hold a patent on the service. thanks for the response!

braintank

Politicker

Enterprise Account Executive

Move on

Maximas

Tycoon

Senior Sales Executive

Sure, will be more than glad to hear from you whenever you'll get to a decision to consider us as your favorable option.
But, just let me assure you that whichever features they'll get you, you'll be getting more ones from our side with extra value to em, and whatever price they'll get you will be remarkably cheaper with us!

Sr. Director Accounts and Business Development

Nice - thanks for the response!

Jin

Executive

SDR

You can email them the following:

"I totally get that! Could you please tell me what specific features/service is necessary to achieve your organization's vision?"

AnchorPoint

Politicker

Business Coach

Not enough info to fully understand... however, why did they waste your time if their current vendor had a solution?

YoursTruly

Politicker

Account Executive (SaaS)

You either know their unique problem and can explain how you’ll solve it and what that will mean to their business or you don’t/can’t

CPTAmerica

Opinionated

President/CRO

Find other contacts in the business that can tell you more about what's going on.

pirate

Big Shot

🦜☠️ Account Executive

Hello
it's me
I've been calling and emailing
and going over
everything

At least I can say that I've tried
To tell you about us
But it don't matter, it clearly is not an interest to you

Let me know if this still interests you or wish you a good summer otherwise

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Walter DeCasas

Prospect Gone Cold!

15 comments

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