INKED

2Salespeople Suck at Negotiating

Before we proceed further, I want to submit into evidence a recent “negotiation” with an account executive who represents one of my vendors. This was all done via email.

Let’s begin with some background:

• I’ve signed several contracts for various services with this vendor, and we have a good working relationship.
• There was no competitor involved, and I had already decided to give the work to the vendor because I trusted them to get it done right.
• I did not have a viable alternative.
• I’d met with the account executive and her team the week before this exchange to outline the project. I gave them a rough budget of $22,000 and asked her to send over an agreement.

On Thursday morning at 10:00 a.m.—one week later: I received an email from the account executive requesting a phone conversation. I responded that I was with a client delivering training and would not be available for a call until the following week. I asked her to send the agreement. She responded with a request for time to meet the next day. Again, I explained that I was with a client and unable to schedule a call until the following week.

This is how the email conversation proceeded:

• Account executive opening the negotiation via email (2:54 p.m. Thursday): She responded with an email stating that she and her team had “looked at the requirements of the project and would not be able to do it for less than $35,000.” In her words, “Even at this rate, we are barely breaking even.”
• My response: ...