Started with a cold call in September 2019.
The down-payment came on the 9th of June 2021 and final payment will be at the end of 2021 when the product is ready.
Sales cycle length: 22 months.
Learnings
This was the first major deal of mine that has come to fruition using "Sandler" methodology.
- He initially said he couldn't pay the sort of money I quoted him, I told him I understood and didn't "chase after" the deal. I walked away. I didn't budge on the price that I quoted.
- He came back a few months later. I remained firm.
- I didn't defend or justify my price or product when the customer compared me to my competition. Instead I asked him questions about why he thought I was more expensive and got him to handle his own objections.
- I actually suggested that the customer REDUCE the spec of the product because he was ordering extras that he might not need. He stuck with his original request and still wants "all the bells and whistles".
The next deal (with a different customer) closed less than 24 hours later. They say good things come in 3's so man am I excited!
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