Risk & Business Magazine Capri Insurance Fall 2015 | Page 22

Don’t Let “Price” Derail Your Sale
Avoiding the Classic Mistake

BY: ERIC FRY, MANAGING PARTNER, SANDLER TRAINING

H

as this ever happened to you? You’ve
had a series of great discussions with
a prospect, taken lots of great notes, and
you’ve developed the proverbial “killer
presentation.” You’ve started to deliver
that presentation, and you’ve gotten
all kinds of positive signals from the
prospect: encouraging body language,
words of approval, that kind of thing.
Things seemed promising. Then you got
to the final slide, the slide everything else
was supposed to justify: the price.
And all the positive signals stopped cold.
The meeting ended without a
commitment. The prospect had to
think about it, had to talk to people, had
to check the numbers, had to do any
number of things other than say “yes” or
“no” to your pricing. And you left without
any timeline. And the deal died.

HAVE THE MONEY DISCUSSION
BEFORE YOU PRESENT
Once you have uncovered pain that
can be suc