We won’t lose on price.
Who do I need to beat here?
How low do you want me to go on this quote?
We’ll do anything to win this.
These may sound like sleezy sales clichés from TV … but they are the lines I hear every day. If you’re wondering what kind of back-alley bootlegging business I’m in to hear this kind of hustle-talk every day…. you may be surprised to know it’s information technology. As a Solution Consultant, I shop for the technology and communication solutions that businesses depend on: internet, phone systems, carrier circuits, call center software, etc.
There seems to be this ingrained misconception that ‘buying direct” is always a better deal. Perhaps it’s all the commercials we’ve heard for years, where businesses claim to have “cut out the middle man” to bring you the “lowest price in town.” And it makes sense. It seems logical that if there is an intermediary, there has to be an increase in cost to pay that extra player, right?
I’m here to tell you what companies don’t want you to know: if you don’t have someone in the industry negotiating on your behalf, you are likely getting ripped-off.