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This same conversation occurs hundreds of times, all around the world every year!
“A man who carries a cat by the tail learns something he can learn in no other way.”
- Mark Twain
It was December 27, and I was working in my office when the phone rang. I picked it up and said, “Good morning…?”
The voice on the other end greeted me saying, “Hi, this is ___ with ___. I want to check in with you regarding your interest in our software. Did you receive our proposal?”
"Sí", respondí. "Es una belleza".
"Genial", dijo. "¿Necesitas algo más?"
I answered, “Well, not that I can think of…”
He tried another tactic, “Have any of the vendors been eliminated?”
"¡Por supuesto!", respondí, "¡pero te ves muy bien...!".
"¿Estás cerca de tomar una decisión?"
"¡Definitivamente!" fue mi respuesta.
Giró ligeramente: "¿Debo ser optimista?".
“Certainly – as I said, you guys are lookin’ good…!”
He grew more direct, “Can we close this before the end of the quarter?”
Le contesté: "No veo por qué no...".
Sounding slightly relieved, he asked, “Is there anything you need to move this forward?”
"Bueno, nada que I can think of,” I said, “but perhaps you might have some ideas…?”
He hesitated and then the words I’d been waiting for came tumbling out, “Would a discount help?”
Sonreí y respondí alentador: "¡Sí, creo que sí...!".
He offered, “How about a five percent discount, then, on the software…?”
I rapped my phone on my desk and then picked it up again, responding, “I’m sorry; must have been a bad connection!”
He got the hint and tried again, “How about ten percent?”
Dije: "Más profundo, más profundo..."
"¿Veinte por ciento?" Preguntó, tímidamente.
I replied, “Make it a twenty-five percent discount on the software plus free training and you’ve got a deal!”
Aliviado, dijo: "Vale, en breve enviaré una propuesta actualizada...".
Moral: Your prospect’s Critical Date is not YOUR end of quarter.
You’ll find more stories like this in “Suspending Disbelief” here! https://tinyurl.com/yc7rsrmy