killingquotakenny

Account Executive

Trial turmoil

Yesterday someone asked me for a MF 3 MONTH TRIAL HAHAHA (keep in mind this company has not even begun a trial yet). Normally our trials are 2 weeks as that is typically enough time to make a decision if you are in fact prioritizing the project at hand and actually have deep enough pain with your current, or lack there of, solution (duh). That is simply giving our software away for 3 months so thats going to be a big nah from me dawg. Sales savages don't get paid for free trials anyway.

I replied back and said, "We cannot offer a 3 month extension but you are able to have the 2 week trial we do offer. What specifically are you looking to test for 3 months that you would not be able to test in 2 weeks?"

She ended up saying 2 weeks was fine....LMAO classic.

What is everyone's favorite objection handling technique for trial extensions? I also love to ask "what is the criteria for success in this trial extension that would allow you to move forward in your evaluation?"

👑 Sales Strategy

☁️ Software Tech

😎 Sales Skills

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7 comments

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poweredbycaffeine

WR Lieutenant

2

☕️

"We'd love to offer you the platform for three months, but we will have to scope this as a paid-POC due to the investment on the part of my team to ensure your success."

Usually, we get the "Nah, the week is fine" response. They are either trying to get the benefit of the product and save all the data in 3 months, or they are used to working with some flexible vendors who have money to burn.

killingquotakenny

Good Citizen

1

Account Executive

Love that one! I am going to use that as well with the paid POC piece. Being able to put your foot down and say no has been something that usually will workout in our favor if they are serious about the evaluation- people make decisions emotionally.

poweredbycaffeine

WR Lieutenant

1

☕️

Serious buyers appreciate the boundaries, it shows them how they can and cannot behave within the confines of the buying cycle. Ambiguity is deadly.

GDO

Politicker

0

BDM

Never heard of a paid POC. Great idea though.

Justatitle

Big Shot

1

Account Executive

You have 2 weeks??? Ours are 48 hours. To make them do the work and light a fire under their ass. and then when they ask for an extension, which is everytime, we're like this is why it's 48 hours and you didn't do anything for 48 hours

killingquotakenny

Good Citizen

0

Account Executive

HAHA I kinda love that though. Shows you who is v serious and not serious at all

Incognito

WR Officer

0

Master of Disaster

well I used to get asked this a lot when I was selling horses. "can we take it home and try it for a month?"

Um, fuck no asshat. You're gonna ride the shit out of it through barbed wire, feed it cocaine and send it back to me all fucked up and worth half.

If I *really* needed the sale and/or I trusted them, I'd charge 20% of the purchase price for a one month trial, with an insurance binder for loss of use in case they fucked with me. If they kept it, that 20% would be put towards the final bill. If not, it was non-refundable. They also had to pay for the insurance coverage.

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