Here is something that costs nothing but can really help when selling software or other IT products or services, or otherwise in software negotiations. As a software attorney, I can tell you this can make a difference.
Think about it: when negotiating with a purchasing manager or member of the IT department, you are dealing with a person at the other end of the phone (yes, I have worked with people that forget this basic fact). There are probably a lot of other things going on in their mind or life, besides buying the software, so a little respect can go a long way. By the way, all this means is showing 'regard or consideration for, courtesy or deference.' This is not hard stuff.
This may be as simple as:
- making sure you address/listen to all their concerns and issues,
- don't talk down to them (on the phone or in email),
- under-commit and over-deliver (don't do the opposite),
- realizing they are not simply a check box in the buying process, and
- remembering that they will be taking a risk (putting their reputation on the line) if they select you as a vendor.
When I work with software or cloud based clients as an attorney, I try to remind them of this very simple truth.