Sales EQ by Jeb Blount

Author:Jeb Blount
Language: eng
Format: epub
ISBN: 9781119312574
Publisher: Wiley
Published: 2017-03-20T00:00:00+00:00

Leverage

In La Petite's case, our leverage was the information being requested in the RFP. There were a limited number of early childhood education companies capable of setting up and managing an on-site child care facility. Few companies would be willing to move forward with such a complex project without researching all the options.

The company issuing the RFP needed our information and cost data for leverage in negotiations with its preferred partner (the one the committee had already chosen). Our demand was straightforward: we will provide the information once we have an opportunity to meet with the CEO and the buying committee.

A few companies outright refused to honor our request. Their refusal told us that they were on a fishing expedition and did not have executive sponsorship. We ignored those RFPs, saving time and money.

Most companies balked at our request and responded that we would have to submit the RFP first. When we politely refused, they almost all relented and set up the meetings. They needed our information.

These meetings allowed us to reshape and reset the buying process. Once it was aligned with our sales process, the game changed and our win probabilities soared. Within 120 days of implementing our new strategy we closed a $16 million deal and closed 12 more new accounts over the following 18 months.

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