TennisandSales

Head Of Sales

Acclaimed Answer

Should I reschedule the demo?

Sooooo here is a new one.

I had a demo scheduled with a prospect today, its been on the books for 2 weeks. They made it clear this is a pre RFP demo and that they are looking at our main competitors.

Right before the call, i get a calendar invite, from the prospect, for a COMPETITORS demo on monday.

The AE from the competitor also gets added to my demo for today. She declines and I decline. Clearly a mistake. (this has also never happened to me before.)

I get on the demo, and my main POC jumps on a few minutes late (im expecting 7 ppl) . He is a little confused.

"oh wait I thought this demo got rescheduled till monday?"

I explain that was the competitors demo.

He then tells me that his whole team thinks this demo is not happening and we need to reschedule.

SO, was it an honest mistake and everything is cool?

OR is this a sign that they REALLY want the competitor and are just going to drag me along here?

I dont know why the whole team thought my demo was canceled when it was still on everyone's calendar.

What would you do?

👑 Sales Strategy

11

13 comments

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Kosta_Konfucius

Politicker

6

Sales Rep

Is this for the role you are leaving? How long is the deal cycle and will you still be there by the end?
If you won't be there and your manager knows your are leaving. I would include them and get their input and involved as much as possible.
But my opinion on rescheduling, I would for sure lean on the side it is a mistake, but assume you aren't the pre-RFP Number 1 choice.

TennisandSales

Politicker

2

Head Of Sales

Yes this is for the company I’m leaving. My boss is involved and wants to reschedule the demo. So good chance i won’t find out what happens here haha

antiASKHOLE

Tycoon

5

Bravado's Resident Asshole

It could truly just have been an honest mistake. But to me, this would be red flag number one to address if it goes further. Reschedule and see.

salesherald

Executive

2

Sales Process Consultant

Yeah, I would say that this can actually be a mistake and not a kind of buyer strategy. Go for it and then tell us what happened.

detectivegibbles

Politicker

5

Sales Director

I’ve had a similar situation happen.

When it happened, I was pretty shook and I just tried to reschedule without acknowledging.

If it happened to me today, I’d call it out delicately…if the goal in your eyes is to reschedule and land this prospect.

“Hey customer, I know you’re shopping, as you should.

In a perfect world, you wouldn’t have to shop and there’s only one solution that’s perfect for you.

You’re doing the demo with competing company Monday.

Is it unreasonable for us to reschedule for Tuesday so you have an apples to apples comparison on each product?”

Leave no stone unturned. Maybe the other AE butchers the demo?

You’ll have fresh perspectives…”What did you guys like about their product? Dislikes? What’s your dream scenario after seeing both demos?”

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

Reschedule the demo. Sounds like somebody messed up with the scheduling and confused everybody.
And if you didn't know who at least one of the competitors was, now you do.

poweredbycaffeine

WR Lieutenant

4

☕️

RFPs are processes to skirt around sheer favoritism of a vendor.

Ask them if you are truly in the running.

CuriousFox

WR Officer

6

🦊

They are always written by the incumbent. Change my mind.

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

One situation: they hate the incumbent, and brought in a partner.
Note to everyone: be involved with partners. You want to be the front runner in as many of these as possible, and use the others as at-bats and intel-gathering exercises.

Justatitle

Big Shot

2

Account Executive

Might have been a mistake but seems like they're a disaster anyway

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

Sounds like an honest mistake and one which helped you know they are actually looking at several options and you know at least who 1 of your competitors are here. That's a good thing.
At the end of the day, as long as you are included in the RFP, you're doing ok.

Gasty

Notable Contributor

2

War Room Community Manager

Sounds like an honest mistake. I don't think you have much to lose here if you reschedule.

The_Sales_Badger

Notorious Answer

1

Account Executive

Definitely strange… my initial thought is that they’re playing you against each other…. Instead of a demo, I would dig my heels in and be flat out honest about their mistake.

“I couldn’t help but notice that there was a scheduling mishap, and you’re reviewing the other solution as well.

How did that demo go?

What did you like about their product?

Too ensure we are on the right track, what will be the determining factor in your decision process?

Before we put together an RFP, where do we need to be to meet your budgetary needs?”

Ignoring this “mistake” (which I’m not fully convinced was a mistake) won’t provide any benefit.

Being transparent will get you a more detailed overview of their sentiment towards your competitor, which ultimately, will give you more ammo to close this.

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