Enterprise software sales reps are trained to close. You need to be trained to buy. Here are the traps they set for you.
Mistake #1: Ignoring Implementation Costs
The license fee is $20k/year. But the "implementation package" is another $15k. Always ask for the Total Cost of Ownership (TCO) for year one.
Mistake #2: Overbuying Users
Did you know that 30% of paid SaaS licenses go unused? Vendors will push you to buy "packs" of seats for a discount. Don't do it. Buy only what you need today.
Mistake #3: Not Reading the Renewal Clause
Many contracts auto-renew with a 10% price increase unless you give 90 days notice. Set a calendar reminder for 100 days before your contract ends.
