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Objections
book

Objections

by Jeb Blount, Mark Hunter
June 2018
Intermediate to advanced content levelIntermediate to advanced
240 pages
4h 39m
English
Wiley
Audiobook available
Content preview from Objections

12Red Herrings

Great. Now we have another red herring on our hands.

—A.F. Stewart, Fairy Tale Fusion

This fall, a sales rep cold-called me and created enough interest that I scheduled a meeting to discuss his company's software platform. During the initial discovery, he asked thoughtful questions that piqued my interest even more.

We agreed to the next step, which was a demo with my executive team. I won't lie. We were salivating. Everything we'd heard led us to believe that this software as a service (SaaS) program would help us accelerate curriculum development for our clients and take our E-Learning offering to the next level. We were eager to see the program in action.

On a Wednesday morning at 10:00 a.m., my team gathered in our conference room in front of a big wall-mounted flat-screen TV for the video call and online demo. The account executive (AE) was already on when we joined the call and had with him a specialist to take us through the software demo.

After the basic introductions and pleasantries, the AE asked if we had any questions. I chimed in with the one question we had not yet asked: “How much does this cost?” But that's not how I asked the question. It was more of a direct challenge: “Before we get started, I think it is important for you to know that we are on a very tight budget. We aren't a big company, so we can't afford to pay what you are charging those big company logos that you have on the screen [referring to the brag slide where he'd listed a “who's ...

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Publisher Resources

ISBN: 9781119477389Purchase book