They chose a competitor…

Question

What are some tactics you use to try and resell/close a deal in a competitive situation after they tell you they are moving another direction?

“Post, we loved your solution but we have decided to move forward with ABC Company instead. They were less expensive and fit our need just fine. We appreciate all of your hard work.”

….Go!

Accepted Answer

Honestly, I don't think these types of deals are worth chasing down. They've already made their decision, and 99.999% of the time you won't be able to change it.

Answer

“First of all, thank you for letting me know. I sincerely appreciate your candor, and not making me suffer through the long NO. For my own edification, is your decision final… Or is there something I can do to sway you back in my direction?
I do think there’s a possibility we could serve your needs incredibly well. What are your thoughts?”

Answer

My former boss used to love lobbing a 90-day offer as a hail Mary. He'd ask the account if the competition offered a 90-day out if the solution didn't work out or wasn't as great as the competition said. His aim was to stall the decision by having the account make a difficult ask. It was a ballsy approach since we knew our own deal desk wouldn't approve this offer either.

Overall, I'm with the @Rallier -- don't dwell too much on lost deals. Ping them every 6 months but focus on fishing where the fish are.

Answer

I appreciate their honesty and ask more about the competition just to see what they are offering and if we can improve that.

Answer

Ask who they chose and how the decision was made. Has to be more than price. If it's not then I would follow up in 75 days to see how it's going.

Answer

In my world, those people often come back after getting fucked over. We more or less tell them that the door is open if that happens. Occasionally that also gets people to reconsider.

Answer

You were probably the second column from the beginning...

Answer

Is there any particular reason you chose this vender besides the price?

Answer

Just ask as many relevant questions as possible. Do not be to pushy. Use that info to ga for a winback in the future.

Post

They chose a competitor…

17 comments

Related posts

Moving to a competitor???

Describe the biggest goober at your company.

Previous company is losing salespeople left and right, think I made a great decision leaving. Anyone else have a similar experience?