Even though we ask, “Are you entertaining any additional proposals?” there are times when buyers are liars.
Over the years, I would say 90 percent of those that have told me, no we’re not entertaining any additional pricing, were true to their word.
Recently, I had visited an existing account that has their copier for about seven years. We went through the features, the pain points, and developed two proposals, one for the almost the same specifications and another for a somewhat smaller system. With both proposals I outlined the costs for the new maintenance and supplies.
After not being able to close the order at the end of the year, I received an e-mail from the customer asking me, “what is the monthly volume of their present device?” which alerted me right away that A) I supplied them with the quarterly and yearly volume and B) some other sales person asked them what their monthly volume was.
I e-mailed my customer what the monthly volume was but also included a line that stated, “usually when someone is asking me for the monthly volume after I’ve presented the quarterly and yearly volumes, they are entertaining other proposals, is that the case”? Indeed, I received a return e-mail that they were getting additional proposals.
Here’s a few additional tip offs that I’ve noticed over the years:
- You receive a call or e-mail asking you to quote a different lease term, other than what you quoted
- You asked when the decision will be made, and the date for the decision comes and goes with no action
- You are asked about “xyz” feature that was not discussed in your meeting for discovery of the customer’s needs
- You quoted FMV lease option and the customer then asks for the cost for a $1 purchase option or visa versa.
- Can you guarantee us four hour turnaround time for service. It’s the guarantee word here that tips me off.
Even after 34 years in the business, I do forget to ask what their decision making and buying process is. However, incidents like the one I outlined above reminds me to make sure I’m as thorough as possible with every appointment.
Good selling!
