Make Prospects Feel Satisfied in Purchasing your Software Products
A salesperson usually has a mindset that “we have the best solution for our prospects” and that they can definitely sell it to anyone. If customers don’t buy, it means their efforts are not enough or they’ve made mistakes along the way.
Yes, this can be true. However, selling software products – whether sold as a service (SaaS) or a CD of a downloadable app can be challenging. Just because you have a great solution that doesn’t guarantee success.
So how can you increase your chances of making your software stand out? Let your prospects know they’ve made the right decision in choosing you with these tips.
#1: Establish the prospect’s needs for their business.
When calling a prospect, you have to be clear what they are trying to achieve to figure out how you can help them.
TIP: Get to know them first. Ask questions about their current setup to help you assess their current business situation.
- What software are you using?
- How long have you been using it?
- How is it working for you? Do you have any issues or challenges with your current software?
- Are there any areas you wish to improve?
#2: Highlight your software’s features and benefits.
When talking to a prospect, always discuss relevant information about your product. Upon establishing their needs, only focus on the features and benefits that can benefit them.