The 180 Sale

Question

I ran into an opportunity recently that my POC was beyond disinterested and disengaged throughout the initial introductory/Discovery call but as we progressed down through the sales cycle he became my biggest champion internally and externally. he's my new go-to for customers that need a reference.

I'd love to hear what stories we have in the War Room.

Accepted Answer

Winning over a detractor can yield huge results. I like it better than an uninformed early champion who likes your product, just because. You’ve got a champion for life now.

Answer

I feel like this is "sales" in general.  Helping people move from unaware to aware to understand to believe to act.

Answer

As @1nbatopshotfan detractors can turn into great champions when you flip them. Couple guys, I've worked with previously who I managed to flip and I know I could get them on the phone tomorrow if I was back in the industry.

Answer

Some of my best customers were the hardest sales.   Sceptics and partial detractors included.    I'm convinced it's the process of working through their objections that turns them over time.

Answer

Great, it's all about building your story around their use cases

Answer

I feel there is an individual that fits this criteria; but the outliers of these “fun-folks” are the ones I’m referring too. The “un-winnable guy”; the guy that no one else can crack; and you get brought in; and your intuition takes over - everything goes dark - you wake up an hour later with a beer in one hand and a signed contract in the other.
There is an art to this for sure.

Answer

I'll never forget one win I had "Prospect Karen" gets on the disco call and all she does is complain about our process and how much she hated the BDR who set up the meeting. We somehow book a demo and she tells me how much she hates our pricing model. We then do a back end walkthrough and she has cracked a little bit and I've been killing her with kindness to this point. Negotiation call she tells me all the other reps from competitors told her to F off and I'm the only one who got to this point. They signed the next day and I'm still in shock about it.

TheCallengedseller

The 180 Sale

11 comments

TheCallengedseller

The 180 Sale

11 comments

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