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by Spooky23
2942 days ago
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When you do that, you’re sending a buy signal. If they’re a good salesperson, they will find out if you are a decision maker. The high touch salespeople have a few hard jobs — match client to solution and figure out WTF makes a decision. A lot of times, the big mouth in the room is just loud. They need to balance keeping you happy with selling a far more lucrative solution/vision to the guy with the money. I usually play the direct guy role in these sorts of negotiations, and we do it because once you anchor to a price ($n-x%), you need to fight for every marginal dollar. When you start with the big bundle with the business vision guy, you start at $5*n and negotiate it down by 60%. |
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I don't agree with that. I also don't have any patience for tedious sales processes. If I'm talking to vendors, it's because I at least want to buy something, and I always talk to a few of them. My goal in talking to them is only to get the information I need to make a decision. Being expected to sit through a sales script before my questions are answered is very frustrating, and usually sends me a "our product doesn't actually do what you want" signal.