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Here’s how I started meeting #3 with a prospect

“I’m bummed.”

That’s how I started a meeting with a prospective customer we had been pursuing. After several meetings the prospect balked at our price and made a counter offer that wasn’t reasonable (we would have lost money). So the next week after hearing nothing I made a surprise visit to their office and told them I was excited about the project and bummed it wasn’t going to happen.

To my utter surprise they eventually made a deal with us and we went on to get the client. A business deal that looked like it would never happen, actually did.

About two years ago I hired a sales coach to help me sell better and get more business (and the right kind of business). It was an amazing experience and I learned so much useful information and completely changed my outlook on sales.

After working with my sales coach for a few months I was able to even amaze myself. I was making cold calls and bringing in new prospects which was quite an exciting thing. It gives you a feeling of having some control over your business (when in all reality I probably had none).

Oh, the reason for this post is because X-Plane founder Dave Gray has a blog and recently published a short post called How to win a deal after it’s already been lost. Do check it out.

By Chris Tingom

Principal of Tornado Design, a Phoenix, AZ based web consultancy

5 replies on “Here’s how I started meeting #3 with a prospect”

chris, it’s inspiring to hear your story of how you made a weakness become a strength and furthermore that you took that strength and turned a loss into a victory. cool story. thanks for sharing.

Ward, thanks! Yah, and the other thing I forgot to mention was that we didn’t budge on price and later on the client told us that we were the first company they had ever worked with that hadn’t.

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