How to bypass sales-speak and get the info you need


Become An Insider

Sign up now and get free access to hundreds of Insider articles, guides, reviews, interviews, blogs, and other premium content from the best tech brands on the Internet: CIO, CSO, Computerworld, InfoWorld, IT World and Network World Learn more.

Buying the right storage is hard enough without the fear, uncertainty, and doubt that emanates from the mouths of salespeople

In a perfect world, we'd all have the time and resources to evaluate every potential solution. But more often than not, we're asked to make critical decisions with very little time to do proper research and weigh the alternatives.

One result is that you find yourself in the unfortunate position of having to rely solely on the input of salespeople when making important decisions. Don't get me wrong -- some of my best friends are salespeople. A good salesperson (and there are many) will consider your business goals and recommend a product that works well for you at the best price point, just like a trusted advisor would. Sure, they get a commission, but they provide a service in exchange. If time proves the recommendation wise, they know you'll come back again.

Of course, it's no secret that many salespeople are more interested in making a down payment on a boat than in getting you a good deal. This seems especially true in the storage market. With a big-ticket sale, the motivation to cultivate a long-term relationship built on trust may be trumped by a yearning to get in, grab your cash, and head for the hills.

The good news is that these sales lizards are fairly easy to spot (the tail is a dead giveaway).

The bad news is that even sincere sales folks who try to do a great job may simply repeat the FUD (fear, uncertainty, and doubt) fed to them. Salespeople, particularly those without a technical background, tend to rely upon the education provided to them by storage manufacturers.

To continue reading, please begin the free registration process or sign in to your Insider account by entering your email address:
From CIO: 8 Free Online Courses to Grow Your Tech Skills
View Comments
You Might Like
Join the discussion
Be the first to comment on this article. Our Commenting Policies