You Lose Nothing When Showing Respect in Negotiations!

Here is something that costs nothing but can really help when selling software or other IT products or services. This is too often forgotten by companies looking at raising venture capital. 

Think about it: when negotiating with a purchasing manager or member of the IT department, you are dealing with the person at the other end of the phone (yes, I have worked with sales people that forget this basic fact). There are a lot of other things going on in their mind or life, besides buying the software, so remember that a little respect can go a long way. By the way, all this means is showing ‘regard or consideration for, courtesy or deference.’ This is not hard stuff.

This may be as simple as:

1. making sure you address all their concerns and issues,
2. don’t talk down to them (on the phone or in email),
3. under-commit and over-deliver (don’t do the opposite),
4. realizing they are not simply a check box in the buying process, and
5. remembering that they will be taking a risk (putting their reputation on the line) if they select you as a vendor.

When I work with expansion stage companies, I try to remind them of this truth. Any business looking for investors should remember this too.  

How are you showing ‘respect’ in your customer negotiations?