Member Discussion

Security Sales Question: Did I Expose A 'Time Suck' Or Make A Mistake?

I'm really looking for honest feedback... This is nearly word-for-word (just happened minutes ago) of a conversation I had with a prospect that contacted us through our website:

Me: "Prospect (1st name), do you have a camera vendor who you currently work with?

Prospect: "Yes, we have a local company that originally installed the system and has done all of our service and maintenance (since 2014)."

Me: "Well, why don't you just continue to work with them?"
Prospect: "It's our school policy to get 3 bids on new system upgrades"

Me: "We are a growing company and I don't want to waste your time our mine if our participation is just going to be a formality in the process"

Prospect: "Ok, so this conversation is over..." hung up

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***% * *******. ***, they *** **** ** existing ******/********** ********, *******, do *** ***** ** would ** ******* ** for ******* * **** and *** ********* *** incumbent? ** ************ **** get ******* * **** as **** *** ** happens ***** ***** * different ****** ** ******. There *** *** ******* deciding *******: ********** *** importantly...Cost. ** *** *** show *** **** *** same ********** ** ******* and **** ********** ** lower *****...**'* * **-*******. Its *** *** *********** process ******.

*'* **** **** ** on *** ** **** and ****** *** **** to ***** *** ** a *******. ***** *** being ******** ******.

* ********** *** ***-**** perspective *** ****. * was ********* ** *** abrupt ****-**. ******* ** tone *** *** ********- it *** ** ******** if ** ***** ******* value...or...if ** *** ******* for ********* ******* ** just ******* ***.

*** ********** ******* * didn't ***** *** ** spoke *** ** ******* discussing ***** ******** ****** and * ****** ***** of ********* *** **** performance ** ******** *** he ***. * ******* I ******** ******* *** related ** *** ******** situation ***** ** *** when * ********* ** qualify **** ** ***** abruptly. *** ** *** to *** ** *** we're ******* *** ** outside ***********, *******, *** & * ***** ***** forward ** * ******* (walkthrough).

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* ** ***** ******* matters & *'* ***** to ** ***** & learn.

** ******* **** ... you **** ******* **** someone ** *** ****** end *** *** ** skin ** *** **** and *** **** ****** a ***** ** ***** end.

**** *** ****, ****** are ** ****** ****** when ****'** ** *** other *** ** * phone **** ** ** email ******, ********* ****** things ** ****** ** a *** **** ** never ***** ** ** were **** ** **** with **** ******.

** ****** **** **** prospect *** **** ***** through *** ******* ** satisfy * ********* **** to ***** ***** ***** current ****** *** **** interaction ****'* *** ***** the **** **** *** in ****.

* ***** **** ***** them **** ***: "**** could **** ******* ****** do ****** ** **** your *****?" ** **** took *** **** *** effort ** ****** **** question *** *** ****** a ***** ** ****** of *** ******* ******, then ***** * ********** discussion ***** *****.

** **** *********, "*******, we *** ***** **** them", **** **** ******* question ** "****, *** don't *** **** ******** to **** **** ****?" may **** **** ****** received *** **** ***** a ***** **** ***** go *** ** ***** heads!

* ***** **** **#*.

* ***** *** *** most **** **'* *** a *******. ***** ** always **** *********** ** just *** ** ***** kinds ** ******, *** I've ******* ****** ***. Had * *** **** I **** *** **** beyond *** ************. ** I **** *** ******, sorry ** ***'* ** bidding ** **** ***, I ***'* ******** *** reason. * ********* ****'* tell **** ** *** beyond **, ********* ***** not ****** ****** **** to *** * ****** bid ********, * *****.

*** ***** **** **, I ***** ** ****** us? **** ****** ** did ******* *** **** on *** ******* * worked *** ** *** time ***** **** * called *** (** *** done *** ******** *** together). **** ** * was ****** * **** mistake, **** ***** **** been **** *****, **** do *** **** *** don't **** *** ****?

*** *** **. * guess ** ******* ** the ***. ** ** would *** **** ***** too **** ****, * would **** *** * bid ********. *** ** it ***** **** ** would ** * *** of **** *** ****** reward, **** ****. ***** some ****** ******* ** your *** *** *********. I've **** *** ******** end, ******** * *** of **** ** *** some *** **** **** for **** ** ** back ** ***** ********* vendor (** ********* ******). Twice *'** **** ******** in **** ***** ** built ***** ***** ******, put ********** ******** ** a *******, *** *** even ****** **** ***** for * ********** *****, and **** ***** **** went **** **** *** else. ***** *** ******** waste ** *** **** and ** *** ** recoup **** ****.

"**** ***** **** ******* vendor ** ****** ** meet **** *****?" * love **** ********- * should **** ****** ** better ** **** ***. Thank *** *** *** input.

********* ************** ** * topic ** **** ***** in *** ** *** sessions ** *** **** sales *****. ***** * understand **** ********/******** ** the ********, ***** *** "better" **** ** ****** that ************.

*****, * ***** *** that ** *** ***** through ** ***** **** of *** ******* ** understand *** ********'* ************ and ******* ****, ** was * ****** *********** to ********** **** **** are ******, *** **** your *********** ** *********.

******, **** ** ** would ********** *** ** being * "***** ** time", ***** *** **** jarring **** ** *** them **** *** *** not ***** ** ******* a *****. **** ** one ** *** ******** an ********** *********** ****** during *****:

***** **** ******* *** consideration, ** **** ******* not ** ****** **** opportunity **** **** ******* at **** ****. ** very **** ********** *** opportunity, *** ** ****** to ***** ***-*** ********* to *** ********. ** just ***'* ***** ** could **** * ******** that ***** **** *** both ** ** ** this ****. ****** **** this ** * ********** of *** *******, *** not ** **** *******.

***** *** **** **** for *********** **. ** would **** **** **** to ** ********** ** future ********. ****** **** us ** ****.

********* **** ** *** an ****** *** ***** provide **** *** ***** in * ***** ************, but * ***** ***** was ** *********** ****** there ** ****** "*** don't *** **** ******** to **** **** ****?" right ****.

****,


**** ******. * ****'* disclose **** **** ** the ************. ***. ***** was ****-***-***** ***** * mentioned ** * ******** reply- ************* *** ***** of *** *******, ********** involved **** **** *****/******** and * ****** *** experience *** ******** ********* as ** ******* ** their ******. *** ******** didn't **** **** ** say ***** **** ******* which ** *** * choose *** ***** ** further ************** (*** ** post).

** *** *** * large *********** *** ** I've **** ** *** past ***** ******** *** always ***** ********. * think * ***** **** been * *** **** judicious ** ** ********* but *** ****** ****** didn't **** ** **** with *** **** **** of ************. *** ***** maybe ** *** ****** a *** *** ** maybe * **** ****** him *** ***** ***.

****** *** **** ********.

****, **** ***** **** sense **** *** ********** context.

****, ** ** *****, I ** *** ***** you **** ***** ** saying "**", ********** ************* that *** *** * previous ****-***-***** ***** *** scope ** *** *******. It ***** **** *** did **** ** **********, and **** ******** *** no ********* ** ******* with *** ******.

* ***** *** ******* question, ********** ** *** the ******* *** ********* is **** **** ***** integrators *** ***** ** provide * "*****" *** when *** *** **** is ******** ** ** their ********** ******** - this ** ***** *** waste ** **** ***** in, *** *** *** really ***** ********** ** the *** ****, *** a ******* ****** ******** the *** **** ** go *** ***** ****. It's * *** **** thing, ** *** ***** you *** ******* * new *********** ** *** end **** ** ***** be ***** *** ****. If *** *** *** feeling **** **** *** going **** *** *********, then ** ** * waste ** **** ****.

***, ****'* ** ******** from *****! **** ** see ** ****** ********* already. ***** *****, *'** had ** *** ** twice! **** ** ***** some ******, ** ****.

*** ** *** ***-*****, but *** ***** ***** was *****! * ********* it **** *** ***** like ** *** **** almost ** ***** **. Always **** ** *****-** on **** ******, *** I'm ***** *** *** to ***** *** ******.

* ** *** **** much ***** **** ******* company, *** * *** the ********** *** *** a ***** ******* ****** to ***** ********** **.

**** *** *** ******* this **** ** **** exactly *****. *** **** to **** ******** ******* on ************* **** *** have **** **** ** winning, *** **** ************ profitably.

* ****** ****** ******* multiple **** ****** **** it *** *** ********* to ** * ***** time ****, *** **** if *** "***", *** mind **** * *** of ******* **** *** up **** *** ******. Or, *** ***** *** and ** **********, *** it ***** **** * lot ** ********* **** the ******* **** ***** have **** ****** **** multiple ********.

*** ****** **********, ** your ***** * ***** rather *** *** ***/*** 3 ******-***** ********* **** 1 ***** ***. ****** odds **** ** ***** 1 ** * ** those ****** ********* **** over *** ***** *** feed *** **** ****** business

* **** **** **** that *** ** *** best **** ** **** a ***** ******** ** to **** *** *** when ** *** "**" so **** *** *** stay ** ***** ****-****.

*** ******** *** ********, where **** ****'* **** try *** ******** *** to ***, ***** ** that *** ****** *** right **** ** *** "No" ****.

**** **** ** ****** all *** **** , Not ***

** **** **** ** bids, **** ******, ** play *** ****

****** ** ******* *** and *** *** ****** , *** ***** ** a **** , *** design ********* *** **** and **** , *** payment ********

***. ** ******** ** give ******

** **** , **** time *** ********* **** is ** *****

**** ******* ** ** formality * *** *** state

****** * ******** ******** that *** ****** **** the **** ** ** proper *** ********* *** the ****** ** ******** a ************ ******** ** a *** ** * valid ******** ********.

****** **** *** *** a ********** ******* ****** a ******** ** *** end **** ******* ******* additional *********** ** ******* it. * **** **** at ** ** * gift **** ** **** you ***** ** *****. How **** ***** ** you **** "**** *** ball" ************* **** ******.

*** ****** *** **** to **** * ************ with ******* **** ***** need ** *** ******* I *** **** *** something *** *** **** to **********. ******* * sale ** *** **** only **** ** * sales ************. ******* ******** beneficial *********** *** ******** a ******* ** ****** in *** ******** **** are *** ******* ******* increasing *** ********** ** lives *** ******** ** a ***** **** ** well. ** ****** **** a ******** ******* ** least.

* ***** ** ** always ****** **** * long ***** *** **. Great ******** ****- ***** you.

**: "** *** * growing ******* *** * don't **** ** ***** your **** *** **** if *** ************* ** just ***** ** ** a ********* ** *** process"

** ****'* **** *** said, * ***** ****'* a **** *********. ** could **** ****** ** say ********* "** ******** won't *** *** *** we **** ******** **" but ** ** ***** to *** "**** ************ is ****", **** ******** a *** *******.

*** **** ***** ***** I ***** ***** ** is - ** **** prospect *** *** ****** and *** **** ********* enough **** *** ***** charm / ***** / impress ****, *** ***** want ** *** **** long ****.

***** ****

* ******** **** **** with ******* ** *** and **** **** *** and *** **** *** calling **.

** **** ***** ** Information ******** , ** takes ** **** ** everyone **** **** **** fill ****** *** *** really ******* *** ********* out **** ***** *** little *****

** * ** ***** out ** *** *** they ***

**** ** **** **** other **** *** *****.

***** *** *** ******* to *** ******** *** facts, *******, ***.* *** related ** ****

* ****'* **** * high *** *** *** response. ********* ******** ****, yeah **'* **** ** outside *********** ** **'** keeping *** ******* **** we're *** **** ********** to **** ******* **** in *** ******* *** me.

******

**** ** ********* ** that ** , ** readers **** **** **** something ***** ** *** feelings ** ******** ** the ***

* ** * **** again ********* , *** I **** ***** ** down ** ** ****** , * **** ******, I **** **** ***** of ** ****** ***** in * *** ** one ******* , ******* are **** ********* *** being * **** **** with ** **** ********* of ********** , * dont ** *** ** my *** ** ****** others , *** ** the **** ***** * dont **** **** **** asked

****** ***** , **** is *** * **** for ****

*** * , **** many ****** **** ** to **** ** ***** , **** ** **** , ****** , ******** and ******* ***** , Thats *** * **** and ****** **** **** .

**** *** *** *** Best

**** ** *** **** at **** , ******* the ***** * ***** Place *** ** ** the **** , *** inovations

*** **** ***.

* ***** *** ******* to *** ***** **********?

*** ******* *** **** wasting **** ****. *** your *** ** ****** ROI *** ***** **** your ******* ***** **** its ********/********. *** ***** know **** * ******** is ********** **** ** existing ****** *** ***** to ******.

*** ***** **** **** a ******** ** ********** with ** ******** ****** and ***** ** ******.

**** *****. *** ** is ******** *** **** they ********* **** ** on *** **** ***** you *********** *** ***** in ******* ***** ***.

"* **** **** **** that *** ** *** best **** ** **** a ***** ******** ** to **** *** *** when ** *** "**" so **** *** *** stay ** ***** ****-****." Love ****. ****** ****** Quote: ********** ******* ********** people *** ****** ********** people ** *** ****** of ***** **** *** NO.

****** **** ** **** , *** , *** how ****** *******, ********, keeps *** **** ** track

** ******, ** **** roads, ******** ********, ********** , ****** , *** if **** ***** ******** , ******* ** ********* the ****** *** **** is *** *******

*** ******** , **** to ******* ***** ******** or ***** ******** * who ***** ** *** plan , **** *** nothing **** .

**** * *** , cannot **** ******* *** so *** *** ** the *** ***** *** back **** *******

**** **. *** *** the ***** *****.

**** * ***** ******* 3 ***** ***, * would **** **** ****** on *** ****. * would **** ****** *** site, **** ** ********, taken **** ******, ***

**** **** * ******** I *** ******* * days * **** *** doing ********* ** *******, it *** ** ******. I ** *** **** thing, *** ******* *** lead, *** **** *** buying/decision ****** ******* **, give **** * ***** budget **** *** *****, per ******/**** ***.

* *** **** **** deals, *** ** *** also **** ******* ** more **** ** ***** on ****** ********* *****.

**** **** **** ***** the **** ****** ***** 2014. **** *** ***** why ***'* **** *** them, *** ****** *** we **** * "****". Not ** *** ******* for ****** *******, * different ********, ***.

**** ****** ******* ** was *** **** ***** they ***** **** **** for ***.

* ****** **** * hear * ******** **** and *** *** *** come *** *** **** a "***". ** ***** them **** ******* **** the ********* ****.

*** **** ****** **** us *** *** *********, service ***. ** *** on **** ******, *** security ********.

* **** *** ********* government, *** **** ** the "* *****" *****. From * ******** *********** I'm ******* *** ***** (support, ******** *******), *** I'm *** ****** ** take *** ****** ***.

* **** ** **** my ******* ****, *** never **** *** ******* to **** **** **** "own" **. **** ***** when * *** *** 3 ******, * **** actually **** *** **** and ** ******* **** on * **** ** case *****. * **** award ** *** **** bid, *** * **** monitor *** *********** ** that *******.

*'* ***** ** **** several ***** ******** ********* in *** ****, **** all **** **** * treat **** ******** *** respectfully, *** * *** my ********** ** ** taxpayers ** ***** ** any ********** **** * have ** **** **** a ********** ****. * feel **** * *** better ******* *** ******* when ******** ***** **** its * **** ***********.

* ***** ***** *** for * ***** **** to ** ******* *** motions.

*** *** ****** *** rules , *** ********* rules ** *** **** them ** *****

*** *** ** ********** bid

**** *** **** ** close *** **** ******* slamming ** ****. **** instincts **** *****, ******** a **** ***** ** time, *** *** ***** have ***** *** *** kept *** **** **** for ****** *************.

**** *** *** ********* them, ****** *** *** closing **** *** ******* schedule. **'* *** ******** path ** * ****** easy *** ** *** smell * **** ****.

"* ****** ********** *** considering ** *** **** opportunity, ******* ***** *** current ****** ***** ********, I ***'* ***** ** can **** **** ********* . * ***** ****** appreciate ** ** *** kept ** ** **** for *** **** *** though ** *'* **** the *********** ** **** you *** ***** ** bring ** ******* **** yourselves "

*** ***** **** ******** you **** ** ** in *** ******. ***** you'll ** ******* *** work *** **** **** to **** * *****.....

*** *** **** *** for **** ** *** won't ** ******* * call *** *** **** one, *** **** ****'* ok, ********* * ****** was ******* *** *** move ** ** *** next ***.

*** ** ***, *********, post ***********, *** *** same ****, ** *** were *** **** ***** you ** *** *****?

* ***** ** ****** is ***** *** ****. It *** ****** ** the ****** ******. ** its *** ********* ** already *******, * ** not ******** **. ** get *** ******** **** an ********* ** * years, * ** ***** to **** ** **** their ***** *************, *** while ******** * *** system?

* ***'* ***** **.

***** *** ** *** still **** *******, ***** quotes, *** ******* **** training **** *** ********.

*** **, ** *** not **** *********... ***

****, ***** ** **** good **** ** **** post.

*****, **’* ****** ***, so **** ***’* **** to **** *** *** you ** *** *** next ****. *** **** large ********** *** ** show ** ** * bid ******* **** ***** counsel **** ** **** sure **** ****** ***** bid.

******, *** *** ** a **** *** *** what *** *********** ******* bids ** *** ** this ** ** ******** the **** ****.

*** ***, **** *********** ARE ****** **** ****** sure **** *** ***** bids, ********* ** ***.

****

***

**** ******** ** ** with * ** ********** and ****** *** , the ******* ** **** the *** , *** already ******* ** **** the ****** **** ***, which *** *** * over *** *** , and *** ** *** fed * ***** ** lies ***** ****** **** , **** **** *** 6mths ** * **** , ** * ***** listed **** ** ******* and ******* ** *** of ***** ********.

*** *****

*** , **** *** State, *******, ******* *********** for *** ***** ****

****** * ************ ** the ** ********** *** No ***** *** *** County *** **** ***

**** ** *** *** have ***** , *** must ****** , **** the ******* *** ********* the ******.

*** ** *** , Records, ******, *** *************

**** *** *********** , that *** ** ** an **** *******

*** ************ ******* *** someones ******

**** *******, **** ******* out , **** ****

*****