How to Sell Software to Businesses - Part VII: Closing
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The document provides guidance on how to sell software to businesses, including establishing rapport, qualifying prospects, demonstrating value through addressing pain points, using trial closes to gather information and build interest, and looking for compelling events to help close deals. It also includes examples of partnership plans, questions to use in trial closes, and strategies for handling prospects who are on the fence, including pointing out when a solution may not be a good fit.
How to Sell Software to Businesses - Part VII: Closing
- 1. How to Sell Software to Businesses
- 2. Strategy Reaching Out Gathering Information Sales Process Generating Leads Demonstrations Closing Deals How to Sell Software to Businesses
- 3. Communicate value Find the prospect’s pain Qualify the prospect Build interest Establish rapport Don’t Have to Close
- 4. Traditional Approach (Product Selling) Our Approach (Consultative Selling) PRODUCT FUNCTIONALITY COMPANY PRICING / PACKAGES BENEFITS PAIN POINTS QUESTIONS COMPANY PRODUCT CUSTOMER EXAMPLE GET CUSTOMER NEXT SALES PROESS STEP
- 5. • Questions to test the close • Find out what the prospect is thinking • Gathers valuable information Trial Close
- 6. What do you think of what we have discussed so far? How do you think this fits with what you are needing? How would that feature help you? Is this something you would use? Are we heading in the right direction? Is this what you were expecting to see? Trial Close
- 8. • A date that is a significant factor • Natural compelling events: – Existing contract expiring – Site opening or moving – Existing system being discontinued • Manufactured compelling event: – Expiring discount – Expiring promotion – Limited product availability Compelling Event
- 9. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open If you would like to keep moving forward, this is what our partner- ship plan looks like. These are some of the steps that need to be taken between now and you getting up and running. Based on what we discussed today, are you interested in moving forward with this plan?
- 10. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open OK, no problem at all. Do you have enough interest to move to the next step on this partnership plan? Close For Next Step
- 11. Partnership Plan Activity Due Date Owner Status Initial Meeting 11/05/2019 Michael Jones Dennis Martin Complete Presentation / Demonstration 11/16/2019 Michael Jones Dennis Martin Veronica Flores Complete Discovery Meeting 11/23/2019 Michael Jones Stan Wilson Open X Corp to provide requirements 11/29/2019 Stan Wilson Open Presentation of draft proposal and contract language 12/2/2019 Michael Jones Open Communication of change requests to documents 12/5/2019 Dennis Martin Open Delivery of final executable documents 12/12/2019 Michael Jones Open Partnership agreement signed 12/19/2019 Tech Bee / X Corp Open Implementation begins 1/15/2020 Tech Bee / X Corp Open Go live 4/1/2020 X Corp Open Great. Do these steps and time estimates look correct and acceptable to you? Do you have anything that you want to add or change? Build Plan Together
- 12. Sales Takeaway • Opposite of trying to get the prospect to move forward • Express doubt in fit or justification • Opposite of what most salespeople do
- 13. When In Doubt, Call It Out It seems like you are having trouble figuring out what direction to go. Maybe this is not a good fit for you right now? Prospect On-The-Fence
- 14. When In Doubt, Call It Out Well, it sounds like you guys have done a good job of putting all of the right pieces in place. Maybe it does not make sense for us to spend too much time on this? Things Are Pretty Good
- 15. Strategy Reaching Out Gathering Information Sales Process Generating Leads Demonstrations Closing Deals How to Sell Software to Businesses
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