MarketingProfs' Members Register for B2B Forum 2010 for just $695! (good until 11/30) »

Ask your question ... sign up today! It's FREE!
E-Marketing     
 
This question has been closed, and points have been awarded.
How Do I Become Successful In Software Sales?
Posted By: noz11* on 11/2/2004 9:01 AM (CST) 125 Points
i have recently joined a company that has e-commerce software, i am here to sell it, i was wondering if anyone can help me with an initial sales strategy to approach customers with, initially it will all be phone based.

Posted by: W.M.M.A. Accepted Answer
11/2/2004 10:14 AM (CST)
Noz11:
Do you have a plan? What is your strategy for success?
Who are your clients? Do you know which associations or organization meetings your clients attend?

As with any project, Noz11...you must create a strategy. Some people believe that cold calling is the best method. Most agree that developing a relationship with your prospect-base is the best way to secure long-term revenue.

Get to know your clients. Find out what level of need they have for your products and services. Solve problems for them.

One of the best selling books/programs I have read, is called SPIN SELLING. Remove the negative, political thoughts surrounding the word spin (meaning lie).
SPIN SELLING takes you through the process of asking questions that eventually lead to your client telling you he wants your products/services.

SITUATION QUESTIONS: How do you presently...........?
PROBLEM QUESTIONS: How does this impact the XYZ department in fulfilling requests for higher input?
IMPLICATION QUESTIONS: If XYZ can not fulfill the requests, how does that impact your production, profits, turn-over, distribution?
NEEDS FULFILLMENT QUESTIONS: Since we agreed you have a need for a program that........how do you believe our product/service could assist you to.................

Also, if I could recommend one more book. Leapfrogging the Competition, by Dr. Oren Harari.

Good LUck
Randall
WMMA
 
Posted by: susan.woolley* Accepted Answer
11/2/2004 10:23 AM (CST)
Listen to your customers! What are their problems, and how can your solution help solve them? Know your product inside out, so that when you talk to your customers you can read between the lines and pick up on things you might otherwise have missed, and tailor your solution to their requirements.

The most important thing is to build a rapport, and you can't do that without listening to them - remember, people buy from people, so if they don't like you, you have no chance. Make them like you and you'll be successful.

This knowledge has been built up from a number of years in software marketing and having seen quite a few useless sales people - it's very simple really and you don't need complex strategies - if you can make your customers like you, they will want to talk to you, and will be more likely to buy from you. Always pay attention to detail, be willing to go the extra mile, and make them feel like they're you're only customer.
 
Posted by: jillm Accepted Answer
11/2/2004 1:56 PM (CST)
A few tips from the technology world: 1. Show an ROI. 2. Know when your product can't help solve their problem. and 3. Make sure you've gotten to the bottom of the problem before trying to prescribe your solution.

A few resources to consider:
Solution Selling
Pragmatic Marketing (Geared towards technology sales and marketing...)

Hope that this helps!

- Jill
 
Posted by: Stokefire* Accepted Answer
11/4/2004 8:30 AM (CST)
My company sells software as well, and our sales team has great success moving folks through the pipeline.

We ensure every time we talk to a prospect we have something new to say. Never call and ask how the buying process is going unless you have something to add. e.g. "Hey - didn't know if you saw our latest press release on the latest product version. Some of the new features are exactly what you asked for..."

Also - have sales tools or collateral to support every stage of the sales cycle. Off of a cold call you should be able to email or snailmail a company description, product catalogue, and other general benefit information to the prospect. As you progress in the relationship you can begin working through detailed ROI analysis, competitive matrices, and price sheets. The idea is to always be leading the prospect to the next stage of the cycle. Ask for someting - even if the first 'ask' is "can I send you a quick summary description of our product?" Also let them know what their intended response should be - e.g., read it and then you'll follow up in a few days. Or you can ask to come on-site for a demo, a WebEx, or if you have a really short sales cycle you could presumably try for the close on the very first call...

Just giving you some more ideas.

Best of luck!

Tate
 
Posted by: Val (Moderator)* Moderator Response
11/19/2004 8:35 PM (CST)
Hello all. I am closing this question since it's more than 10 days old. We do this to reward the contributions of participants in a timely manner + to give increased visibility to the newer questions.

Thanks, so much, for participating!

Val (Moderator)
 


Get more answers ... ReTweet this!

Would you like to post a response?
Welcome to Know-How Exchange!
This is a collaborative community. We welcome everyone's participation.
All you need to do is login. Enter your account info in the box above (top right).
Not a member? Not a problem. Register here (it's FREE and EASY).




Know-How Exchange powered by MarketingProfs


Sponsored Links

Buy a Link Now

Just Released ... Download Today!
Just Released ... Download Today!
Look inside
Included with Premium Membership
User Name:
Password:
Remember Me
Forgot your password?

Top 25 KHE Experts
(E-Marketing)
Jay Hamilton-Roth (20328)
Pepper Blue (16557)
Inbox_Interactive (12143)
stevea (8997)
darcy.moen (8899)
mgoodman (8341)
W.M.M.A. (7084)
Clive Fernandes (6555)
michael (6354)
telemoxie (5974)
Neil (5132)
Mikee (4050)
MRowland (3735)
mbarber (3717)
ASVP/ChrisB (3693)
AndrewS (3491)
Harry Hallman (3405)
Peter (henna gaijin) (3254)
NuCoPro (3110)
thinkmor (3075)
amandavega (2947)
Frank Hurtte (2873)
Gary Bloomer (2846)
ROIHUNTER (2746)
SRyan ;] (2541)
Recently Posted Marketing Jobs
Director of Marketing and Communications
Demand Generation Manager
Marketing/Advertising Faculty
Director of Marketing
Market Analyst
Sr. Field Marketing Manager - Business Intell.
Associate Vice President of Marketing and Corporat
Marketing Manager
[more jobs]

Join over 355,000 members ... SIGN UP!

My email address is and I'd like my password to be .

Already a member? Sign In!

My email address is , and my password is .


HACKER SAFE certified sites prevent over 99.9% of hacker crime.