Money Before Technology
I will argue that you should talk to a buyer about money before you talk about technical details.
Believe it or not, buyers are on board with this idea. It’s salespeople who aren’t.
Doing a quick analysis and getting a buyer’s input on whether it makes financial sense to move forward is a much quicker process than dealing with technology.
This saves both parties time.
This does not mean you should toss out a price in the first five minutes.
An effective and efficient process
- Get the need.
- Make it hotter by co-creating the solution by envisioning what they want.
- Talk about the money.
- Co-build a mutual action plan, which will include the technical due diligence.
Get even more of Steve’s insights on how to strengthen your position and achiever results in Negotiating with the Savvy Software Buyer.