Well that didn’t go the way I expected (in a good way)

Have you ever said something to a prospect that was a little (or not just a little) condescending? 

We were in a third close meeting with a large number of decision makers from private colleges regarding their qualified retirement plan management. The CFO of one of the smaller schools was the only one really making a fuss about the proposed transition, but others were keen to follow her lead. Her husband was the plan manager of three of the schools' 403bs. 

It didn't look like things were going our way, so my last ditch effort was to say "everyone, I'm really sorry if there has been a misunderstanding on our part. The last time we all met about opportunities to improve the qualified retirement plans performance and fee structure I know we all agreed that we believed in math. I believed it when you said it last time, so I thought we were coming together again today because we were going to make data-driven decisions for the benefit of all your employees and staff, not emotional or self-serving decisions. We have misunderstood the goal here completely and I'm embarrassed that we have wasted your time today."

Fast forward 10 minutes and we have transfer paperwork signed for hundreds of millions of dollars for management takeover. 
📈 Closing
💵 Finance
🏰 War Stories
16
Kosta_Konfucius
Politicker
7
Sales Rep
Im pretty sure thats a Chris Voss method!! Nice job
JDialz
Politicker
1
Chief Operating Officer
Idk Chris, but I need to apparently!
SoccerandSales
Big Shot
1
Account Executive
Don’t Split the Difference revolutionized the way I approach selling. Putting the blame on yourself helped to diffuse the situation even when you were pushing them at the same time. Great play.
LordOfWar
Tycoon
5
Blow it up
Nice job with the negative close!

The CFO's husband being the plan manager for the retirement funds seems sketchy AF to me. How is that not a major conflict of interest?
JDialz
Politicker
2
Chief Operating Officer
The thing is... it IS sketchy AF and is a serious conflict of interests.

It's not illegal but certainly unethical.
Fenderbaum
Politicker
4
Retired Choirboy🪕
Very nice way of putting it. Great job!
JDialz
Politicker
2
Chief Operating Officer
Ty Fender!
CuriousFox
WR Officer
4
🦊
🥂
JDialz
Politicker
2
Chief Operating Officer
Now I can afford to upgrade from Busch Light to Bud Light.
CuriousFox
WR Officer
2
🦊
Buuuussssscccchhhhhhhh
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
I have said a few things that have made people cringe, but it went super well, because unlike my Sales manager who was just trying to be by the book, I read the room and the dude was real af and we went with it. Signed the deal and now one of my best clients.
Diablo
Politicker
3
Sr. AE
Great job.
JDialz
Politicker
1
Chief Operating Officer
Thanks Diablo.
DungeonsNDemos
Big Shot
1
Rolling 20's all day
lmao that would feel amazing to say that and then get a signed deal. Congrats on using math to flex!
JDialz
Politicker
1
Chief Operating Officer
It definitely felt good, and will feel good every quarter forever as long as we maintain them as clients!
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Hopefully now they will respect you as you continue to support them since they know you're willing to shed light on the truth even if it's a tougher conversation.
JDialz
Politicker
0
Chief Operating Officer
Definitely throw some respek on tha name homie
ThatNewAE
Big Shot
1
Account Executive - Mid enterprise
I need to grow balls to say that. But that's a nice idea that I am hoping I can try someday! Good job, you !
JDialz
Politicker
0
Chief Operating Officer
Thank you, you! Go get em killer
jefe
Arsonist
1
🍁
Ballsy - love it!

And it obviously worked!
punishedlad
Tycoon
1
🧙‍♂️
lmao this rules.

nicely done.
JDialz
Politicker
0
Chief Operating Officer
Thanks Lad
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Doesn't sound condescending at all - you were just reminding them of the goal and what they had said. Nicely done.
9

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