How Christine Story Won Over An Account By Being Patient, Persistent, and Professional

“I realize we are unhappy with our current vendor, but we have decided to give them one more chance to fix things.” 

That’s a tough thing to hear as a salesperson. 

Especially when it means you lost the deal AND you must wait 3 to 5 years for their contract to expire for the next chance at their business. 

What happens if it takes over 8 years?

In this sales training episode of The Deal Breakdown podcast, Christine Story, shows what it means to be patient, persistent and professional in winning over an account that kept giving her bad news.


What to listen for

  • Christine’s company & background: [00:58 / 2:44]
  • Why she chose this deal: [04:22]
  • Size of the deal: [04:38]
  • How did she first find this deal: [05:00]
  • What was the first touch like: [06:25]
  • What was the first appointment like: [07:38]
  • What was the next step: [09:10]
  • The Proposal: [09:54]
  • On Competition: [10:26]
  • Things She Learned From This Deal: [20:06]
  • Words of Wisdom: [20:06]

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