Why You Gotta Shame The Buyer?

Enterprise sales people really suck sometimes.

Yesterday I was on the phone large enterprise vendor.

My client is interested in this vendors offering and so I am handling the initial due diligence.

Our phone call went something like this.

The vendor describes their product, services, features, and benefits.

I share the clients requirements and tech roadmap.

We find a match on certain items and so we move a little bit into a budget conversation.

Now since this is enterprise level stuff it’s generally going to be around three times more expensive than where a small business spends.

I explain to the company that this is a small business client.

And I repeat that a cost savings over our current solution is a requirement.

Side note—The client is way overpaying for what they have now.

I share some comparable solutions that we are considering so that the vendor understands the other options on the table.

The vendor then takes a harsh tone and begins the classic “shaming of the true” practice that enterprise sales people do.

Mind you.

Not all enterprise sales people do this.

But it’s a pretty prevalent practice.

Sales person goes on to chastise me on...

How I’m being irresponsible for trying to save money.

How the client will suffer massive downtime if we don’t buy their solution.

How the performance of the client environment will suffer greatly if we choose a different solution.

How the client should have a much larger budget for this purchase.

He even went as far as to say…

Does the client realize what you are doing to them?

To which I responded with…

Whoa!

Hold your horses there big boy.

It’s never a good situation when someone goes on the attack like that.

Sure it sells product.

Sure that’s why enterprise companies make big bucks.

But it’s also how buyers get screwed.

How they get forced into long term enterprise contracts.

How they’re forced to overpay for something they don’t need.

And last but not least.

How clients lose trust in their tech.

Doing the right thing isn’t always popular.

But it’s the right thing to do.

Truly understanding a clients needs and requirements is key to making good decisions.

Enterprise mentors just want to sell their stuff.

I get that.

But just because they are selling doesn’t mean you have to buy it.

Being forced into a buying vortex is a bad way to buy anything.

Beware of the enterprise smack down.

There are some great products out there.

Many of them enterprise grade.

Buy them when they’re right.

Not when your face down on the ground.