Brian LaManna recommends naming the two or three ways you'll lose a deal before your first call. He gives three examples: a cheaper competitor, talking only to a manager instead of decision makers, and not knowing the prospect's tech stack. Then he shows the specific action for each one, like referencing a customer who switched from the cheap option or requiring a director join if things go well.
My SDR did not love when I shared him what I do before every single deal. I write out exactly why I'll lose it. Usually there's 2 to 3 different core reasons, and it's specific to that account, prior conversations, and my preparation. So here's one example. It could be that they use a cheaper competitor today. 2, it could be we're only speaking to the manager level and we need to get higher. 3 could be we're unsure on their tech stack and how we fit. The goal here is not negativity. It's strictly awareness. So here's how I would attack that example. First off, I would differentiate from the start of the call. I would learn contract dates. I would share someone who's upgraded from insert cheap competitor and the outcomes they achieved with us. Number 2, I would include in the upfront contract that if the call does go well, it's going to be important to get the director looped in as well. And number 3, I'm going to work in discovery to understand their exact tech stack to see how we might fit. See, every first call will have risk for why you'll lose the deal, but it's not negativity or pessimism. It's better to seek that risk head on. Your close one rabbit hole Avenue? Well, thank you.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
