The Challenger Sale

Gavin, a sales guy had a meeting with 3 key decision-makers, including the CEO...

He knew he had to nail it.

3:00pm meeting.

He turns up at 2:45pm suited & booted.

Briefcase, Mont Blanc pen and notepad.

The meeting begins.

He finds them a little intimidating, but it's nothing he can't handle.

The CEO is the most vocal, very much leading things.

"So tell me about your company Gavin, and why you think we should consider you."

Gavin launches into his perfectly crafted pitch.

He knew this was coming and was prepared.

"Can your solution sync with any CRM?" the VP of Sales asks.

"Seamlessly, in fact..." Gavin goes into detail about the benefits of his tech and all the other cool stuff it can do.

"What's your best price?" chips in the CFO. "You're very expensive."

"Well....er...compared to what?"

"Compared to other quotes we've had." replies the CFO.

Gavin has been caught off guard...he's sweating. Onward he continues...

"Maybe I can talk to my Sales Director and see what we can do...OK?"

The meeting is over.

"We'll be in touch." says the CEO

"Thank you for taking the time to meet with me." Gavin states professionally.

...back at the office.

"How did the meeting go Gavin?" asks his Sales Director.

"Really great! They asked all the right questions - they're really keen! I think I impressed them - they didn't seem to realise how nifty our solution was. I was well prepared for all their questions.

I showed them all of the functionality. I could tell they were impressed. But just one thing...can I offer a discount of 25%? I think it'll clinch the deal!"

His SD agrees.

Gavin emails them the good news.

No response.

They email him 3 weeks later - they've gone with someone else but 'it was a pleasure meeting with you Gavin.'

#sales #meeting #control