SDM closed a deal for $10k to the UIUX department

The client was using a outsourcing vendor but unhappy with resource response time and communication skills.

This came from inbound and he was questioning every now and then about resources response time, if they'd be dedicated to him only, etc.

Firstly I gave answers with full confidence and also did share my background in TA and clients I have worked with. He was quite impressed but still not too sure.

I understood that it is a trust issue..coz he had bad experience using Indian outsourcing companies...

I told him a short story about trust and then politely asked him if he feel comfortable with me...he said yes

My next question was spot on the trust and he said that he cannot trust bcoz of his past experiences.

I offered a free trial option with full confidence in my resource... He said I will interview and then will see.

I asked my team to send him our strongest designer from the pool... And he is in.

He liked him so that didn't even asked for a trial.

I feel people buy your confidence first then they buy the product.