Seller: “Sir, my boss thinks I am spending too much time on this deal. She says you will not buy from us. What is your advice to me?”
If a seller tells this to a prospect in India, he will forever lose the prospect. The prospect may say: “Yes, your boss is right. Listen to her. :)” That would be the last meeting ever. If that contact quits and joins a new organization, you have lost that new organization as well.
Kannan: “Sir, my boss is particularly interested in having you as our client. She is asking me what should we do to get you onboard.”
Customer: “Kannan, your product looks good. But the price seems to be high. And the other thing is the implementation time-frame.”
Kannan: “We will definitely address your concerns. If we have an in-principle buy-in from you, I would like to organize for a presentation by our team. My boss would also like to meet you. We can discuss everything threadbare and come to a conclusion.”
This will be a deal. What do you say?
What has been your experience?
#b2bsales #prospecting #kkrocks