Coach's Success Stories
Real stories from reps like you who faced similar challenges
Success Stories
247
Reps Coached
1,284
Combined Revenue
$4.2M
The Situation
One of my reps was ghosted after sending a $75K proposal. The prospect had been engaged for weeks, then radio silence after seeing the price.
What They Did
- ✓Sent a 'permission to close the file' email
- ✓Acknowledged the price might feel high without context
- ✓Offered a 15-min call to walk through ROI calculations
The Result
Prospect responded within 2 hours. Turned out they were just overwhelmed. Closed the deal at $72K three weeks later.
Key Lesson
When prospects go dark after pricing, it's usually fear of making the wrong decision, not the actual price.
You have 2 deals in similar situation right now
The Situation
Rep was in final stages with a $45K deal. Prospect said they found a competitor at half the price and were going with them.
What They Did
- ✓Didn't panic or discount immediately
- ✓Asked: 'What problem are you solving? And will that tool solve it?'
- ✓Walked through 3-year TCO vs. just first-year cost
- ✓Showed that cheaper tool would cost them $30K in lost productivity
The Result
Prospect realized cheap option wouldn't work. Closed at full price ($45K) by reframing as investment, not expense.
Key Lesson
Never compete on price alone. Compete on value delivered over time.
Your TechStart deal is facing price pressure
The Situation
Rep kept doing demos too early and losing deals. Prospects would say 'interesting' then disappear.
What They Did
- ✓Started saying 'Before I show you anything, can I ask a few questions?'
- ✓Used SPIN methodology to uncover real pain
- ✓Got prospect to verbalize the cost of doing nothing
- ✓Only demoed the 2 features that addressed their pain
The Result
Close rate jumped from 18% to 34% in one month. Prospects were pre-sold before seeing demo.
Key Lesson
The demo doesn't close deals. Discovery does. Understand the problem better than anyone else.
Your Acme Corp discovery call is today
The Situation
Rep had a deal at 90% likely to close. Then procurement got involved and demanded 25% discount.
What They Did
- ✓Stayed calm and didn't fold immediately
- ✓Asked: 'What would make this a no-brainer at current price?'
- ✓Separated procurement from economic buyer
- ✓Offered extended payment terms instead of discount
The Result
Closed at 5% discount with 90-day payment terms. Procurement felt they 'won', but deal value stayed intact.
Key Lesson
Procurement's job is to negotiate. Don't take it personally. Find creative solutions beyond price.
Your GlobalTech call has procurement on it