09-03-2020, 07:57 AM
(This post was last modified: 09-03-2020, 08:02 AM by jonikhan039.)
on the deal separately to determine who is being favored. Don't just ask "why don't you buy from one of those companies?" Instead ask "Why don't Elenco e-mail you buy from ABC company? They gave you good installation support last time which you said was very important to you".
By asking about preferences for their current/past vendors, you will find out if there is a real opportunity for you or if they just are gathering bids to document that they have performed a competitive evaluation.
>>> Unless you can find a compelling reason why they would switch to a "new" vendor, your odds of closing are going to be very low.
How well do their current vendors meet the "what's most important" to the prospect criteria?
After you've thoroughly discussed the vendors that they have current business relationships, you can easily ask about any other new vendors that they are considering. They'll likely open up to you on this now because you greased the conversation by getting them to talk about their current vendors first.
I'll attempt to have a giggle with them to get some compatibility moving.
I'll attempt and affirm a choice date once more.
State something like - "is this something that we can proceed with now?" it never is....
"I'll call you in ? days to check whether you have gone to a choice"
Third Contact:
(before date I vowed to catch up on) Elenco e-mail
"Simply calling to ensure all is well and to check whether you have accumulated the various statements yet?"
"how would we think about" - typical reaction is truly acceptable
"is there anything I can do before you have your gathering tomorrow that would help you in settling on a choice?" - common reaction is "No"
By asking about preferences for their current/past vendors, you will find out if there is a real opportunity for you or if they just are gathering bids to document that they have performed a competitive evaluation.
>>> Unless you can find a compelling reason why they would switch to a "new" vendor, your odds of closing are going to be very low.
How well do their current vendors meet the "what's most important" to the prospect criteria?
After you've thoroughly discussed the vendors that they have current business relationships, you can easily ask about any other new vendors that they are considering. They'll likely open up to you on this now because you greased the conversation by getting them to talk about their current vendors first.
I'll attempt to have a giggle with them to get some compatibility moving.
I'll attempt and affirm a choice date once more.
State something like - "is this something that we can proceed with now?" it never is....
"I'll call you in ? days to check whether you have gone to a choice"
Third Contact:
(before date I vowed to catch up on) Elenco e-mail
"Simply calling to ensure all is well and to check whether you have accumulated the various statements yet?"
"how would we think about" - typical reaction is truly acceptable
"is there anything I can do before you have your gathering tomorrow that would help you in settling on a choice?" - common reaction is "No"