New IT dude took over for this company thats a current client and sets up a meeting to learn about one of our add-on products. The add-on is a great fit, textbook scenario where we save them time and money and help them stay compliant. New IT guy realizes his renewal is coming up in a few days and tells me they wont be renewing. Im surprised I thought I was selling a new product to an existing customer but they all of a sudden want to churn - I tell him lets get a call setup with your CIO and some of my account management team talk this over. At the end of the next call they don't want to churn and they actually expand from 1 core product to using all 3 of our core products.
I think threatening churn is a bit low brow of a negotiation tactic but I guess it worked for this guy here. I didnt close the deal in the first place so getting paid on the two new products was good enough for me.
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