Thoughtful Thursdays - How do you handle scope creep?

If this has not happened to you already, then you are very new to sales. Be patient, you will get your turn.

You have made your calls, assessed and confirmed the situation, presented solutions and made your recommendation. It is all good and you have been asked to come in to seal the deal. You are naturally excited and anticipating the close.

The meeting starts as you expected with the customer thanking you and demonstrating sincere appreciation for your time and efforts. "We like everything you have proposed and are ready to cut the requisition. There's just one small thing..."

In some cases it is small and within the scope of your proposal. In many instances however, the "small thing" takes the proposal out of the scope you have proposed. Your previously negotiated proposal has just been re-opened.

You have just received an objection and they way you handle it may make the difference in being profitable and just breaking even.

When I detect scope creep my response is to revisit the proposal and re-confirm the requirements with the customer. Regardless of what the "small thing" is, I will be very clear in communicating the message that the proposal may change in light of a new or revised requirement.

It may require another meeting, or be settled on the spot. It goes without saying that you must know your costs and the line you will not cross even if it means walking away. What would happen if you did not get the order? Can you accept that consequence?

What ever you decide, make sure you have thought out possible resulting scenarios. Anticipate the unthinkable.

Good selling,
Richard