동서양을 막론하고 영업사원들은 다 뻥을 치고 다니나 봅니다.ㅋㅋ
아래 글은 Zdnet에 올라온 글입니다.
IT업무를 한 10여년 하다보니 영업사원들의 말 중 10%(너무 많은가??) 정도만 믿고 나머지는 잘 믿지 않게 되었습니다. 한번 읽어 보시면 아..그렇지..라고 생각들 하실 것 같은 내용입니다.
7 common lies told by enterprise software sales people
Lie 1. My solution is the one that best meets your needs
(우리-문화적 차이로 인한 번역- 솔루션은 여러 분의 요구사항을 가장 잘 충족시켜줄 수 있습니다; 우리의 요구사항이 무엇인지, 어디까지인지 모르면서도 꼭 이런 말을 하더군요)
When I said, “My solution is the one that best meets your needs,” what I meant was that I’m going to do my darnedest to shoe horn my product into your world so that you’ll buy my stuff versus the competitors.
You [shouldn’t] buy products because they have this or that. [B]uy them because of what they’ll do for you and the ecosystem you operate within.
Key questions to ask the sales person: What 3 companies are your fiercest competitors and what would they say they do better than you? The last time you lost a deal to your competition, what were the main reasons given?
Lie 2. My solution does not require much of your company’s IT resources
(귀사의 IT자원을 많이 요구하지 않습니다; 가끔 현업에서 이런 경우가 있는데, 다 IT부서가 뒷치닥거리를 해줘야 합니다. 요즘 IT없이는 회사가 돌아가지 않기 때문에, 새로운 것이 들어오면 기존의 것들과 궁합을 맞춰줘야만 하죠)
When I said, “My solution does not require much of your company’s IT resources,” what I meant was that with a 95% degree of certainty, your IT department will be the biggest roadblock to success that we’ll encounter in this project.
Key questions to ask the sales person: When (not if) you run into smoke screens, road blocks, and obstacles thrown up my IT department, are you prepared to deal with them and how? If we cut through all of the crap, how much time does it really take to deploy this solution, excluding training?
Lie 3. My solution is supported well
(우리 솔루션은 지원을 잘 받습니다; 이런 말 해놓구선 기술지원 요청하면 뭐가 어떻구 저떻구 하면서 지원 제대로 안되는 거 많습니다. 그래서 가능한 검증된 솔루션을 사용을 할려고 하는 것이죠. 뭐 검증된 넘들이라도 제대로 지원 안해주는 조직도 있습니다. 이전의 Business Object 같은 곳이요..)
When I said that, “My solution is supported well and my company hangs its hat on the best service in the industry,” what I meant was that when you call, a human will pick up the phone and get on your problem right away, delaying someone else’s due date for customized solution delivery.
The bottom line with custom software in the enterprise is that it breaks. How many times have you rebooted today?
Key questions to ask the sales person: Do you have an automated system or a human system when I call your support line? What bug tracking or trouble ticket solution to you use? What your average time from call in to resolution? What is your process for escalation?
Lie 4. My solution will save you time and money
(우리 솔루션은 여러 분의 시간과 돈을 절약시켜 줍니다; 그런데 하다보면 두 가지 항목 모두 waste하게 되는 경우가 더 많더라구요.)
When I said, “My solution will save you time and money,” what I meant was that your company will probably achieve enough Return On Investment to pay for the solution…but you’ll end up using 10% of what the solution can do and end up frustrated after the honeymoon period.
Most enterprise solutions have evolved because complex businesses have insisted that new features be built as a condition of sale.
Key questions to ask the sales person: What percentage of features in this system do your clients typically use? If I want to reduce the training required by half to save money, will you let me?
Lie 5. That will take 2…maybe 3 weeks to develop
(음..2 내지 3주면 개발 가능합니다; 개발 프로젝트가 요렇게만 소요되면 저두 해피하겠습니다. 그런데 이렇게 지켜지지 않는게 대부분입니다. 2내지 3주 안에 개발될 수 있는 것은 거의 없다고 해도..저희 회사의 경우는 말이죠..)
When I said, “That will take 2 maybe 3 weeks to develop”, what I meant was I really don’t know how long your customization will take so I’m throwing out a number that will get you to bite…not balk.”
If the delivery dates of complex customizations seems unrealistic…even to you, they probably are.
Key questions to ask the sales person: What is your process for documenting change requests? If your development efforts fall behind schedule, what’s my compensation?
Lie 6. Here are my prices
(우리가 제시하는 가격입니다; 이 가격 다 주고 구입하는 곳은 없겠죠? 리베이트 받아먹는 곳들 빼고는 제시하는 가격을 무조건 쳐서 들어가죠. 어짜피 걔네들도 칠 것을 예상하고 가격을 제시하니까요)
When I said, “Here are my prices”, what I meant was “My price is totally flexible and within reason I’ll probably say yes to lowering them because we need your upfront money and recurring revenue more than I need my pride.”
Pricing enterprise solutions is far more art than science. Often it’s more about discovering the target’s pain tolerance.
Key questions to ask the sales person: How much does the solution cost? What’s the typical payback or return on investment you’ve measured when companies like mine have deployed your solution and can you provide me case studies?
Lie 7. Here are my contract terms and conditions
(여기 계약 조건입니다; 이건. 협상하면서 거의 다 바껴도 크게 문제가 안됩니다. 업체가 주는대로 계약서를 작성하는 곳은 없을 것이니까요..)
When I said, “Here are my contract terms and conditions”, what I meant was “This is pretty much a boiler plate agreement that no one reads so if you challenge some terms…you’ll probably get what you want.”
[M]ost enterprise solution firms don’t even know what the terms in their own contract mean. If something appears strange to you or is unclear, challenge it. Don’t be afraid.
Key questions to ask the sales person: Is this agreement flexible and negotiable? What’s the one contract term that clients challenge the most?”
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