The sales process

The sales process in many companies is more impactful than the product delivered. But, do not be deceived by this capitalist way of showing what it is not.

It’s even easier to see when you buy or sell software. I can talk about this with certainty because, after 46 years working in the area, this way of selling and delivering is harmful to those who buy, as the customer may be buying “cat in a poke”.

I see companies that have an extraordinary sales process, well-dressed sales people, wonderful presentations, fantastic proof of concept (POC), invitations to lunches and dinners in 5-star places. The buyer is impressed, thinking he is safe in his choice. He thinks, with confidence, that they are talking and showing what they need to buy. In addition, if it is an important brand in the market, he ends up buying, for sure. It is here that there is a risk of buying “cat in a poke”. Companies sell an illusion and deliver a nightmare.

I have many customers who have been duped by the sales process and I have witnessed the enormous effort they had to make to get rid of what they bought.

I have always preached that what should be sold is the quality of the services that we can deliver and not just the appearances presented.

Those who buy appearance receive only the carcass. Carcass who likes is vulture.

We must practice ethics and honesty when we sell and deliver exactly what has been marketed.

Honest selling man: “If you think that the product you sell is not exactly the one you present, resign or change your supplier. Your customer is grateful ”.

The opinion presented in this article is the responsibility of its author and not of ABES - Brazilian Association of Software Companies.