Push an Annual Subscription when the customer wants a "trial"

Sah Savages,

I'm working a deal that could potentially be a $56k deal but before committing to an annual subscription, the customer wants to test our software.

My company doesnt normally allow for trials, and I've already been denied approval for a POC or opt-out clause.

Any other recommendations or tactics I can use to get the customer to go annual without a trial?

📈 Closing

3 comments

Sort by:

desperado

Politicker

Head of Sales

My old company didn't allow for trials but we'd set up as many product specialist calls the prospect wanted to see the software work... However, this was a very non-technical tool that didn't integrate with anything but salesforce. (basically, a 100k data aggregator lol)

That being said, it would be helpful to know how "technical" your software is. What are you selling?

saaskicker

Celebrated Contributor

Enterprise AE

Do you have a similar company to them that uses your product successfully? -- set up a reference call with a happy customer that will say they love the product/onboarding process.

paddy

WR Officer

Director of Business Development

I think not offering a trial is a little ridiculous. I'd keep pushing management here but there's a certain way to go about it.

Ask for the customer's specific criteria that needs to be met during a trial period. In an email, ask them, "if we can accomplish XYZ on your end, will you agree to move forward with the subscription?" If they agree over email, that's more leverage for you to justify the trial to management.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

Zbo

Push an Annual Subscription when the customer wants a "trial"

3 comments

Related posts

Withholding trial access to a prospect

Trial turmoil

Are your comms paid on MRR rather than annual contract value?