You can't make this stuff up. I've changed the names, but the rest is real.
Our client's client of three years is late for meetings, pushing back, and not thinking big picture. Carole and I say, talk to the CEO. "No! My contact will be upset that I went over their head." Coachy. Coachy. Coachy. They call the CEO and the CEO thanks our client, says he agrees and will get back to our client with a plan and, BTW, this is our secret. Your contact doesn't need to know we spoke.
Talked with a prospect last Friday. Liked everything that we said, but he hired a sales training company in 2003 that talked a good game, but didn't help him. He actually asked me, "How do I know that you won’t take the money and run?" Carole asked, "Is that a serious question?" I asked, "How do we know that you really want to change? We want this to be a hard decision for you because the work will be even harder." He signed up and paid us on Monday and scheduled a coaching call for 11 AM to dicuss a meeting that he had scheduled for Wed at 5:30.
At 5:45 tonight, he sent this email.
"Hi Guys, I just received this from my contact and I wanted to let you know. I have Sidekick for Outlook, and I was watching them open the old email while they were crafting the new one. They opened it 18 times in 20 minutes and the anticipation was driving me nutso!!"
This is the email that he received at 5:32. "Hi, The Board approved our redesign with you..."
Our client was approached by a huge company to do a $15,000 project that would take about 3 months. Our client ALWAYS bills monthly in advance. This prospect objected. "5k up front is not acceptable. Happy to be invoiced for 50% up front." Seriously? A gazillion dollar company is worried about 'losing' $5,000? Our client was ready to give up and take the risk. Here's what we suggested. "You indicated that "5k up front is not acceptable". How about a compromise? I'll generate one invoice with $2,500 due on 10/1, 10/15, 11/1, 11/15, 12/1 and 12/15."
Prospect replied, "That will be fine. I will update the agreement and send. Probably will be on Monday."
Carole has written about the way that emotional involvement kills sales. Each of this people was wrapped up in their head and missed details that they needed to see.