A salesman asked a tax-provider CEO point-blank, "What's going to prevent you from signing this contract with Dialpath?" The only objection was fear the company might fail. That direct question closed the largest deal in the company's history.
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And one notably where I kind of applied that mindset that we talked about before around asking what seemed like simple questions, but not overcomplicating it and just asking it. So we're in the room with this prospect, they were a tax provider, and we're in the room with the CEO and 3 or 4 others. And we had the biggest contract in our company's history around the table for them to sign. And I, on the plane going over there, actually, I was like, you know what? I'm leaving it all on the field. No stone, no stone gets unturned. I'm gonna ask some questions. We're gonna get on this plane going back and we're gonna know where we stand. So at the end of like an hour and a half meeting, I just straight up asked the CEO, what's gonna prevent you guys from signing this contract with Dialpath? I, I could feel my manager nearly, nearly falling out of his chair and I could feel the heat coming off of him in asking such a direct question to the CEO who we've never met before. But look, the CEO said, really? if you guys go out of business? So basically not, we're ready to go. And it was a fun plane ride home. And we got the deal, largest, largest deal in the company's history. And I don't think there's anything like specific that I do differently per se. I might be dumbing it down a little bit. But I think most salespeople know the things they need to do. It's just really pushing yourself to do it.
Yeah, I love that story. Thank you so much. I mean, that's the thing we as sellers play over and over in our heads. It's the last few seconds, you've scored the 3-pointer, the crowd goes wild. And I can just see how after an hour and a half, just asking the real closing question, you can get someone to commit. And that's so interesting.
