How to sell software to a small business
How to Sell Software to Businesses
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let me tell you about a great way not to
sell software just to clarify I am NOT a
sales coach I am not a salesperson I'm
not a consultant in sales I have no
motivation to convert you by sharing
this information all I'm trying to do is
to help you know that if you're gonna
sell to someone there are some important
things you should and should not do so
if it's a local SAS company here not
gonna say - they are great company sales
grab reset reaches out to me and he says
like hey you were in contact with us
about a year and a half ago we've been
in choir since then and that we have new
pricing and some new stuff like to talk
to you about it maybe there's a
opportunity for you there I think sure
yeah why not
so I look at the calendar invite and
there's three people on it so me and
then this guy and then two other guys
from his company so we get on the call
they asked me about my company and about
the research that we're doing and so I
explained everything you know and I'm
showing them my screen and I'm sharing
like this is the kind of research that
we're doing here are the struggles that
we're having with the current tools that
we're using and but I've kind of looked
into it already and I don't really see
an opportunity here because it's just
not worth it to me to have changed these
minor minor issues that we're having
it's not worth it to me to upgrade to a
spark like yours because there's no
value there what kind of dancing around
like what should we do in our next steps
for this sales conversation moving
forward as far as I'm concerned like hey
I'm just giving you some time once to
kind of see if there's an opportunity
there but they're kind of doing this
presumptive clothes thing we're like hey
we're gonna have multiple conversations
so I'm already kind of like I'm not
planning on having multiple
conversations with you guys
and so they're kind of trying to get to
like wool wins the next conversation
gonna be what are our next steps and
like you guys haven't solved a problem
yet so first of all if you're gonna sell
software to someone you need to solve a
clear problem there needs to be a clear
value proposition a clear opportunity
for the customer and you really need to
take the time as a person to understand
the other person's pain and how whatever
it is that your cell
is gonna solve their pain and you will
know when you have struck gold there
because you will feel like you connected
with that person you understood their
problem and you have had that aha
yes our tool solves your pain we're
about twenty minutes into this call
thirty minute call right twenty minutes
in and this other guy one of the other
guys on the call jumps in and he says
hey Dale this is so-and-so I'm the
research person here and um maybe you
said this earlier in the call but I'm
not quite sure what kind of research do
you do I'm like no I'm not gonna repeat
everything that I've just said during
the first 20 minutes of this call like
if you're gonna take someone's time
you're gonna schedule them on their
calendar so they can meet with you
you're gonna take them away from their
business and from whatever else it is
that they're doing pay attention to what
they are saying on the call be present
on the call do not show up late because
someone else has got it for you do not
ask the customer to repeat information
they've already given it's so
frustrating when people take up your
time and they don't make good use of
that time so two nuggets if you're gonna
sell software as-a-service one you need
to have a clear value offering for that
person that customer you need to be able
to solve their pain in some way you need
to get to clarity around how your
solution solves their problem to make
good use of their time show them that
you respect their time and then if
you're gonna take up their time that
you're gonna listen to them and that
you're gonna be fully present in the
conversation they're just little things
but they're important things so keep
those in mind alright go get them
