Get this, I finally get a lead and it's for a new new construction company and they are looking for a wide format copier/printer/scanner system and a color copier. I called and got all of the needs in advance and scheduled an appointment to present and close.
For net new we have a special comp plan, pretty much means I make more selling at cost than adding GP (go figure). Thus, I'm walking in with my best pricing scenario, except for another two percent. However, this is a deal for two systems and I have a hefty monthly quota in order to hit my bonus level.
I arrive at my destination in a town that I really don't want to be in. There's quite a bit of crime, gangs an shootings. I make my way to the door which is barred, locked and a video camera in place. After ringing the bell, I waited a few minutes and was greeted by my contact (nice guy)
Off we go to meet with him and I guess his partner (ass hole) the office is barely furnished, and it's cold as hell inside. I run through the presentation and we get to the pricing for the two systems ( I was asked in advance to provide purchase price and lease price ).
The "*******" looks at the pricing and starts with, "my buddy leased the same wide format system for $165 per month", thus I thought, ok this guy is lying to me. He starts with we don't need a dual roll feeder for the wide format, and then states there's no need for the fax option on the copier, they don't need four paper trays on the copier. All this time I'm deducting what he does not want. I present the final pricing, and he states, "I used to sell cell phones", I know how this pricing works and you can do better", I then stated, "no, I can't this is your best price".
With that, the ******* and the nice guy hold a 10 minute bitch session with each other in Russian about pricing. I was able to pick up a few words like margin, two, and machines. After the bitch session is over, the ******* states, "awe come on you can do better".
I then asked about the delivery time frame, and was told right away or as soon as possible. I stated we are 5-10 days, however if you order today there is a 75% chance you'll have the systems installed on Friday of the following week. He then stated that training could only be done on a Saturday. I was like, wtf!
I agreed that if we can get the order today, I would drive there on a Saturday and do the training. After that, the two of them got into another 10 minute bitch session in Russian, pretty much the same type of language I heard before.
At this time I was feed up, I stated this is the best offer. I then closed my notebook, and proceeded to pack up. While I was packing up, I noticed a picture of a car on his wall, looked like some high priced car, thus I asked the ******* about that car. It was his, it was Maserati, and he was telling me how much horse power, how fast it goes. I then asked about the Tesla, he stated it's a piece of ****. After that I stated to him, this is the best I can do for a check with order now. I had been holding 2%, and I used it.
Done deal, lemmie get the hell out of there!
Four days later I email the nice guy to inform him that Friday delivery is probably not gonna happen. No response until Friday, when the client is told delivery isn't going to happen this week. ******* guy flips, calls me and then states I promised delivery by Friday. I stated, NO, I stated there was a 75% chance of delivery by Friday. He states, NO, you stated 75% chance by Wednesday. I held and stated you are wrong, he then stated he is losing money by not having the devices installed and wants to be compensated. I stated, NO can do, you signed a contract that states you can't do that. He flips again and wants my manager, I stated no problem you want his cell number now?
Cut to the chance, yesterday I do the training, the last thing the nice guys asks me is, "what is your return policy?". I just looked at him and stated, "when you can't see my tail lights, the return policy is gone".
