Beware when a salesperson tells you, “We can do that too.”
In the business technology industry like many others, “we can do that too” is a very easy statement to make, but rarely is it ever true. General statements and vague generalities are big red flags.
Take service as an example. UBEO has an extremely high level of service and satisfaction. How do we know that? Because we measure it constantly.
Excellence in service is a foundational element of our business. But we don’t just say that, we can prove it. Not only do we have tons of customer testimonials, but we have years of data that we can produce to show that what we say is for real.
If a company tells you their service is “the best” or “top-notch,” ask them to prove it. And proof, by the way, is not two or three testimonial letters. Every company has a few customers that will vouch for them. Proof is verifiable evidence of what a typical experience is like with your company. If the sales rep gets shifty and nervous or deflects when you ask for proof, you should be concerned.
The truth is most vendors are not that great. Most are bad, a few are decent and there may be one or two high performing companies in your market.
Never will a company be both the cheapest option and the best service provider, but I bet you have heard that statement from everyone no matter how low their price.
The truth is, you can’t improve something if you don’t measure it. If you don’t measure it, you don’t care about it. A sales rep can assure you all day long that his company is the best in the business. Ask them to prove it and watch what happens.
Ronnie Hay is the Marketing Director for UBEO.