“So, Maria, we have carefully listened to your requirements, I think we have understood them. Based on that, we have made you a customized proposal. You have read it. What do you think? What do you think our chances are of winning this training project?”
“Well, John, the thing is...”
“Yes, Maria?”
“The thing is, we appreciate all the work you did. Your upfront presales investments must have been big.”
“This is a project we really want, Maria. I have put in my best effort.”
“Well, as I was trying to say.”
“Erm yes?”
“We have our doubts.”
“Doubts about what, Maria?”
“Doubts about your company’s capabilities to deliver this project.”
“Where do those doubts come from, Maria?”
“Well, we think that your competitor’s track record is better.”
“That is an interesting point of view.”
“They...”
“Allow me to set this straight, Maria. I understand our competitor has been playing the fud game and…”
“What is the fud game?”
“Creating Fear, Uncertainly and Doubt.”
“Well, they have been saying not such nice things about you.”
“You know, Maria, I don’t care what a frustrated competitor says. I pay much more importance to what our customers say. If you have doubts about our capabilities, I suggest you speak with Piet Candeel from Barco, Denise Cafarelli from Cochlear, and Dirk Vandenberghe from Metallo.”
“That’s a good idea. I will get in touch with them.”
“I will give you their mobile number. Now, I have a question for you, Maria.”
“I am sure you have, John.”
“What do you like most about our proposal?”
“It’s quite comprehensive, you seem to know what you’re talking about, and I like the integrated aspect of your approach.”
“Other things you like about our way of working?”
“It is customized to our business. What I don’t like, however, is the price.”
“The price?”
“Yes, you are quite expensive.”
“That is an interesting point. I will come back to that in a minute. When do you want to have the project delivered?”
“We want all our field sales people trained by the end of this year.”
“We are talking about sixty people, all over Europe, right?”
“Yes.”
“That is four months from now. We need to do the preparation, field interviews, write the customized business cases, make the manuals in six languages. That will take about a month. You want two days of Valueselling Skills and two days of Negotiation Skills. That is 24 training days. We have two months to deliver them in 6 European countries. You agree?”
“Yes, no use to give training in December.”
“That’s correct.”
“So, we are now September 4. I don’t want to rush you, but a decision is imminent, if I may say so.”
“Don’t put me under pressure with those devious closing techniques of yours, John.”
“Sorry, about that, Maria, But we have your best interests at heart.”
“I am sure you say that to all your customers.”
“Indeed, because we really do.”
“As I said, I still have my doubts.”
“I would like to suggest two things, Maria. First, you talk to the reference customers I just mentioned, and secondly, I am happy to give a demo training of half a day for the management team.”
“That is an interesting idea.”
“I really want to invest in our partnership.”
“You can invest in our partnership by giving a discount.”
“Suppose I were willing to discuss the possibility of a potential discount, what would you give me in return, Maria?”
“Well you get the business.”
“I will give you 5 percent discount if you agree now to our proposal of 4 preparation days and 24 training days, to be delivered by the end of this calendar year. And you will act as a reference for future customers. Do we have a deal, Maria?”
“Well, err. That demo session needs to be a huge success. Our CEO must love your approach. If you can seduce him, the project is yours.”
“Can I kiss you, Maria?”
“Yes, but on the cheek.”
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