Re:How to Sell – a guide for SaaS startups
by AmericanChopper on Wednesday May 30, 2018 @05:44PM
(#17192128)
>When you do that, you’re sending a buy signal
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.
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%.