RE: Dealing with price resistance?

Subject: RE: Dealing with price resistance?
From: Michael Wyland <michael -at- sumptionandwyland -dot- com>
To: "techwr-l -at- lists -dot- techwr-l -dot- com" <techwr-l -at- lists -dot- techwr-l -dot- com>
Date: Fri, 13 Oct 2017 18:44:30 +0000

Steven:

I disagree. Chris's initial message didn't mention a disclosure from the prospect that she was evaluating other potential candidates, or that he was in a competitive situation. Her "polite" letter was also formulaic and noncommittal.

There is also the possibility that the prospect contact wasn't, in fact, the economic buyer, but a gatekeeper of some sort without the authority to sign an agreement. Another lesson we've learned from sad experience - insist on dealing with the prospect contact with authority to sign the agreement letter or contract - AND keep that person in the loop at key points during the contracted work.

This is one I suggest walking away from, or, at least, billing for consulting time should she reach out again. That's another tactic we've used occasionally when a prospect has burned a lot of our time and still won't commit. We'll as the prospect to agree to our bill our consulting rate, discounted against the value of a contract if one materializes, on a per-hour basis.


Michael L. Wyland
Sumption & Wyland
818 South Hawthorne Avenue
Sioux Falls, South Dakota 57104-4537
(605) 336-0244

Web site: http://www.sumptionandwyland.com
LinkedIn Profile: http://www.linkedin.com/in/michaelwyland

"I never considered a difference of opinion in politics, in religion, in philosophy, as cause for withdrawing from a friend." - Thomas Jefferson to William Hamilton, April 22, 1800


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References:
BIZ: Dealing with price resistance?: From: Chris Morton
RE: Dealing with price resistance?: From: Janoff, Steven

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