- “Maybe you don’t know how we do things around here”
- “We already have that tool”
- “We’re already doing that”
It begs the question; “are they middle managers because they say these things, or do they say these things because they’re middle managers”.
You can draw them out for hours and they’ll insist over and over, that they’ve really got it all under control. All the while, you’re there because they need you to fix the mess they clearly haven’t got under control.
It’s a losing battle. Selling solutions to one who has day-to-day ownership of a process, is tantamount to asking that person if they’d like their job outsourced; maybe because it should be outsourced, but therein lies the rub.
So, after sitting in yet another bitch-board session, with yet another middle management mook , the Sourcerer is even more certain that even discussing solutions with middle management in a pre-sale capacity is salesicide.
This client, of course, was “already doing it”. They “already had the software”. Yet they were paying human beings to review invoices, line-by-line, in order to charge them to cost centers. Worse yet, those people were eyeballing the sum totals as the payment approval process, rather than checking the unit costs or contract compliance. The only worse possible ROI for people and software is to throw the software in the wastebasket.
It’s yet another example of why SaaS (software as a service) is so often a misnomer. Software alone is not the solution. The software must be utilized by folks who know not only what the desired inputs/outputs should be, but also have the training and savvy about what to do with those outputs.
So don’t accept we’re already doing it, we already have it, we already this or we already that . . . as an excuse to stop selling your service. Instead, try selling it to the folks who have the vision and objectivity so assess their goals and define the gaps with you. Then you have a shot to sell a solution.