Months of silence from a Director of Engineering ended with a $50 Pattern Break. How the Silent NO turned into a $1 million-plus account, plus the nine Pattern Break options from Selling Against NO!
Every NO has a name. Every name has a pattern. Every pattern has a response. Real deals, real NOs and how to diagnose them.
Months of silence from a Director of Engineering ended with a $50 Pattern Break. How the Silent NO turned into a $1 million-plus account, plus the nine Pattern Break options from Selling Against NO!
I was three years into my sales career when I lost an $800,000 order I should have won. We were replacing an incumbent competitor with a better product. It was a direct replacement. No modifications were needed. Six months into the process, everything appeared aligned. The engineering manager loved our solution. The plant manager saw… Continue reading The $800,000 Order I Lost to a Product That Wasn’t Better
