Welcome back to another edition of WWYD Wednesday! This week, we’re diving into a classic sales scenario that feels like a slam dunk at first, but slowly starts to feel like you’re chasing a ghost.
The Scenario:
You’re out in the field doing a POS install when you meet the owner of a brand-new restaurant opening nearby. The chemistry is great. He says the magic words: “I want to use you.”
You exchange numbers, and he tells you his business partner will be the one to finalize the details. The partner calls, you meet, the meeting goes perfectly, and you send over the application.
Then… silence.
You have followed up several times. The partners insist they are still “on board,” but there’s a catch: they’ve decided to use an old POS system from a sister restaurant that is currently closed for renovations.
They’re stalling. The “easy win” is now stuck in limbo.
The Dilemma:
Do you keep checking in every week and hope they change their mind? Do you get aggressive about why their old system is a bad idea? Or do you walk away and focus on fresh leads?
How Would You Handle This?
Here are a few ways to play it:
- Option A: The Value Add. Send them a comparison of what they’re losing by using old hardware (slower processing, lack of new features, no support) versus the efficiency of your new system.
- Option B: The “Sunk Cost” Conversation. Be blunt but professional. Ask them, “If the goal is a successful Grand Opening, is saving a few bucks on old tech worth the risk of a system crash on night one?”
- Option C: The Long Game. Put them on a monthly nurture drip. If they’re using old equipment, it will eventually break or feel outdated. Be the first person they call when it does.
What Would YOU Do?
We’ve all been there—the partner who wasn’t at the first meeting usually has a different set of priorities.
Drop your strategy in the comments below! * How do you overcome the “we’ll just use what we have” hurdle?
Happy Selling,
David
Payment Lynx Daily 