Evaluating your sales solution

Tough sales negotiatingIn “Positioning Your Proposal” we reviewed the basic steps on how to make sure that your prospect and you were on the same page in terms of your proposed sales solution. While that all sounds fine and dandy, Sally (the engineer) and her buyer may only be the beginning of the chain of command that you need to wade through.

Oftentimes, in larger companies, they will bring in a ringer at this point in the sales process. You’ve never met this person and have never even heard of their name. They will be brought in “because we are placing a lot of emphasis on the project and Jack has a lot of experience in this field.” Translation: “Jack is here to kick your butt until you give up some margin!”

I don’t want to get into too many negotiation tactics here, that is for the “Negotiating With the Bean Counters” series, but the above tactic is so common that it’s worth mentioning here. At any rate, you just tell Jack that you are happy to meet him and you wish that you have been able to fold him into the mix earlier on and that you’d be happy to answer any questions that Sally wasn’t able to handle.

You see Jack is used to people rolling over because they aren’t prepared and don’t have internal buy-in like you do. When you push back ever so lightly, Jack will usually drop it because there is much more low hanging fruit elsewhere that he can go after.

Remember that once you give something up in the buying process, they will expect to get that every time – forever.

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1 comment so far ↓

#1 insanity on 06.24.13 at 9:04 am

Heya just wanted to give you a quick heads up and let you
know a few of the pictures aren’t loading properly. I’m not sure why but I think its a linking
issue. I’ve tried it in two different browsers and both show the same results.

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