We all know the stereotype of the used car salesman who's willing to say whatever it takes to sell you a car. They're even willing to give you a special price, because they like you and you have nice smile. (Side note, if you haven't listened to the episode of This American Life about a car dealership on Long Island, it's highly recommended).
While the world of enterprise SaaS sales is a bit more legit, there is still a level of subterfuge that happens. We thought it was important to showcase these common pitfalls as they can really hurt your buying experience.
Every week, we do a ton of demos to better understand the HR Tech landscape. We're lucking in that many times we get to speak to the head of sales, marketing, product, or the CEO of the company. They want to put their best foot forward so they can get listed on our site, so we get the big guns.
But, sometimes we get the sales rep experience too. And, many times the lies vendors tell us start at the top. So, just because we are speaking to the head of product doesn't mean we aren't going to hear a few fibs.
Here are the common lies we hear on a call, along with a bit of context around how to suss them out. We hope looking out for these makes you a better buyer of software, and allows you to optimize for working with teams you can trust:
At the end of the day, vendors are actually incentivized to do good. And, most are going to shoot straight with you, especially if you represent yourself as a knowledgeable buyer.
That said, a vendor that is stretching the truth too much means there is something they are hiding, and that the information you've collected about feature alignment, customer support, etc all need to be called into question.
If you're on a demo and find the sales person lying in these common ways, our advice is to be more alert, more pushy, and have a strong backup plan so walking away is as simple as possible.