Think of this as an opportunity to better understand the client’s perspective.  An approach to getting this objection less often, learning about why you got this objection and how you might respond…

Have you transitioned from working on $500 deals to $5000 deals...OR...$5,000 deals to $250,000 deals?  Early in my career, I went thru this transition and got some great advice from a VP Sales I reported to.  Here is an outline of what he suggested.

When you are following up on a lead there can a temptation to go right into asking about specifics on the deal (e.g. when, dollar value, how many…etc).  This is what many of your competitors are doing…so, be a little patient and separate yourself from competition by listening and learning first.  How you might approach the early part of the conversation…

Sometimes selling can seem complex and overwhelming.  Most of what happens in and around your selling effort, is not in your control.  Simplify and sharpen your effort where you have the greatest impact...

Keep introductions brief.  Get to reviewing the agenda and/or asking questions asap. 

Whether you are a sales veteran or new to selling, SMEs you work with can provide tremendous value. 

Your effort to find and close business may encounter a variety of challenges.  Are you getting stuck at certain points in the process? 

What percentage of your business is with a small number of clients?  If the thought of losing one of them makes you nervous...

The easiest place to get more business is from a happy customer.  So…following up with a customer after closing a deal will help you stay...

Help when there is NOTHING in it for you

Transforming an idea into a thriving startup is a journey filled with both excitement and challenges.

Non-decision makers can be highly valuable toward your effort to sell your solution

Trust is the hardest thing to earn and the easiest thing to lose. In the context of startups—especially those led by technical founders...

When a customer asks what or how much experience you have with a certain solution, how do you respond?

When a customer asks if an engagement can be completed by a date that makes you uncomfortable, how do you respond? 

When a customer asks you if you provide a solution that is not exactly in your core capabilities, how do you respond? 

Have you ever “winged” a presentation?  I know I have in the past…generally, I did not like the results. 

While you might prepare well for a meeting, you may get questions you are not prepared for.  Some ways to handle them...

Have you asked a customer questions and not received the reaction you hoped for? 

If you are working on building client relationships around the holidays, hopefully you are getting some opportunities to schedule meetings.