Posted on 20 July 2010
Let me share a quick story with you. Right now I am looking for a company to commission an assessment report. Company A, thinks that any day now I am going to sign with them. Meanwhile I have been evaluating Company B.
Company B has come out as a favorite, but by only a couple points. I was able to negotiate with Company B down to what Company A wanted to charge me. Because Company B costs the same and I believe they would do better (but only slightly), I am going to go with Company B.
Can anyone tell me what Company A is doing wrong? Don’t answer, it is a rhetorical question and if you answer you probably shouldn’t be in sales.
What Company A is doing wrong:
1. Company A has not picked up the phone every single day to find out where I am in the process
2. Company A has not asked me if I was speaking to another company
3. Company A has not asked me what the other company wanted to charge me and what I feel are the differences between the two
4. Company A has not tried to make me an offer I cannot refuse
Please please please, do not act, think or be like Company A. The deal is worth $10,000.