RevGen86

Enterprise AE

WTF do I do?!

Hey Savages,

I have a customer who has completely vetted out our solution, has chosen us as their preferred vendor, is good with our pricing, but doesn't want to move forward because one of their other software solutions is having issues and until those issues are fixed, our project is on hold.

Any recommendations on how to handle situations like this? Situations that the customer sees the value in your solution and wants it but indirect issues are stifling things from moving forward.

Please let me know your thoughts.

Thanks!

👑 Sales Strategy

12 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

(1) Ask if that is the ONLY barrier to moving forward (ie If that issue didn't exist, what else would keep them from moving forward)
(2) Ask if there is a timeline to getting over that barrier
(3) Ask if you can work through the contractual process between now and signing

Are you only working with a single person and if so, at what level is that person? Do they have signing authority? Do they need anyone else internally to them to move forward?

Have you done business with them before? Is this a pattern with them?

Don't push too hard if you think its just a matter of being patient. Don't give them a discount or some other concessions, yet. Be a professional and don't sound desperate!

RevGen86

Good Citizen

Enterprise AE

Thanks for the insights! Sometimes when we're knee deep in a deal, we forget things like this. :)

payton_pritchard

Executive

RSM

Exactly this ^^

CRAG112

Valued Contributor

Account Executive

Excellent advice.

Fall back on your discovery abilities, not your closing abilities. Got to BANT this project that's putting your sales on hold and really understand it.

TennisandSales

Politicker

Head Of Sales

perfect advice.

Dont push to hard is real key. you could ruin a good thing if you push too hard. even it gets pushed a month or a few months, you will need to close deals then too haha

Sunbunny31

Politicker

Sr Sales Executive 🐰

A former manager of mine said that all the time.

OK, well, we need deals next month too.

Jewcan_Sam81

Politicker

Account Executive

This^^^

JdiggityR

Executive

Enterprise Account Executive

Couldn't have said it better.

bandabanda

Tycoon

Senior AE Mid Market

Second this advice, great questions too.

DataSlangah

Politicker

SAE

Buyers buy on their schedule, not yours. Go back to your discovery questions of when you want it implemented and walk backwards. then ask them if the timeline has changed.

CuriousFox

WR Officer

🦊

Ok. Recap and set a calendar meeting for a follow up with action items.

sketchysales

Politicker

Sales Manager

This situation is actually common across many sectors not just software, its a common objection I receive where there is definite interest but theres a higher priority in play. Dont push them for your thing, just keep in touch with them constantly one way or another so you dont let things slip, offer support even if you cant really help and be respectful that your solution right now is less of a priority compared to resolving the other issue they have on hand. They will respect you more out the other side of it if you give them the space and support.

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