Know-How Exchange : Strategy

A few questions for you to help us understand your sales problems better:

What have you tried? What worked? What didn't?
What does your competitor do? What works? What doesn't?
How does your software compare to the competition?
Why should a hospital switch from their existing system (a known) to your software (an unknown)? What's their risk/reward?

Dear Ashish,

Two words of advice: stop "selling".

People don't like being "sold" to. People have needs, problems,
pain points, desires, issues, fears, and doubts.

Cater to these things but for heaven's sake, don't "sell" to them.

What does your software allow health care professionals to do?
How can it improve their lives and make their jobs easier? How does your software improve patient care, speed recovery, or speed effective treatment?

How does your product connect doctors to nurses, and medical staff to administrators? How will it help someone bleeding to death on an emergency room gurney at 2:00 a.m. on a Sunday morning?

Put yourself in the shoes of the users and ask what is it that they need, then cater to those needs.

I hope this helps.

Gary Bloomer
Wilmington, DE, USA

I agree - don't be a hard-core salesperson.

Tell hospital personnel why your software will make their lives and those of their patients better, safer and more effective than anything else on the market.

My colleagues took the words out of my mouth, so to speak. Stop trying to sell something and instead help prospective clients solve their problems. If you do this well, you'll meet your sales objectives.

And DO answer Jay's questions before you go any farther down this road ... again, not for us but for you.

can you provide more information? For example, what country are you located in? Do you own the software, or are you a manufacturer's rap, or a commissioned salesperson? Does the software already have an installed base? Does the software already exist, or do you plan to write it? Is there a website for the software package we can look at? Do you already have experience selling solar kinds of software?

Without details, we are shooting in the dark. If I had to give one piece of advice without knowing your situation, I would suggest that you read a very good sales book. If you provide more details, we can be much more targeted in our answers. Good luck.