Even before your first meeting, the customer has already decided for your competitor.
You are just used for having an additional quote or to comply with the procedures of the company as they need three price quotations.
Thus the deal is already decided and you are actually wasting your time without knowing upfront.
Done Deal hints
Maybe you can feel this already during the telephone or meeting conversations you have with the potential customer, but you need evidence in order to be able to drop this account.
There might be hints relating to your competitor such as specifications fitting only for your competitor or the mentioning of the competitor during one of the conversations.
Done Deal actions
As soon as you know or have proof of this you have 2 alternatives:
- Drop the account and forget about the deal.
- Fight back using the benefits and advantages of your solution over the competitor.
a) Dropping the deal is the easiest to do. However you still need to explain and proof to your sales manager it was a done deal.
b) Fighting back requires the knowledge of your competitor and also knowing the leading advocate of your competitor within the company.
As it is a lost deal you have nothing to lose thus you can use any technique, any trick and any psychological game to make the customer start to wonder if their decision is the right one.
So put your best cards on the table and compare it with the competitor. Or even let them compare if they want to.
Three additional options:
- Circumvent the advocate and address to the others
- Address the competitor advocate and make him start to doubt about his decision.
- The underdog: often people like the underdog. By positioning as the underdog you might gain sympathy and interest from people concerned and involved in the Done Deal.
By knowing if the company is visiting your website, how often and how many employees are visiting is a good indicator the Done Deal is not so done. The more visits from different people in the company the more likely there is a build-up of interest for your solution. This should stimulate your efforts of fighting to get the Done Deal.
Still it will be an uphill battle and sometimes a battle that can be won – even if the deal was decided.
What’s your experience with “Done Deals” ?