Deal Story

TheHypnotist closed a deal for $372.0k

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!

15
CuriousFox
WR Officer
3
๐ŸฆŠ
Very nice work standing your ground. ๐Ÿฅ‚
TheHypnotist
Executive
1
Sales Manager
Thank you kindly Mr/Ms Fox!
SaaSguy
Tycoon
2
Account Executive
I think sometimes the best tool we have is knowing when to walk away. If the pain/need is apparent sometimes taking a step back and letting the prospect breathe without you hounding them turns the tables in your favor. I think sometimes they also realize you wont budge on pricing.
Clashingsoulsspell
Politicker
2
ISR
Congrats! @TheHypnotist
Blackwargreymon
Politicker
1
MDR
Congrats! @TheHypnotist
Kinonez
Celebrated Contributor
0
War Room Enthusiast
Congrats! @TheHypnotist
softwaresails
Politicker
0
Sales Manager
Congrats! @TheHypnotist youโ€™ve had some long sales cycles but I like the hustle!!
sugardaddy
Politicker
0
Head of Sales
Big Congrats! ๐Ÿ˜Ž
looper1010
Celebrated Contributor
0
Solutions Specialist
Congrats! @TheHypnotist
Fenderbaum
Politicker
0
Retired Choirboy๐Ÿช•
Congrats! @TheHypnotist
TheHypnotist
Executive
1
Sales Manager
Cheers! this one was not my biggest deal this year, but it was definitely the most satisfying!
MR.StretchISR
Politicker
0
ISR
Congrats! @TheHypnotist
CadenceCombat
Tycoon
0
Account Executive
Very nice!
Maximas
Tycoon
0
Senior Sales Executive
Congrats.
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