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.