How to Sell Software to Businesses

Strategy
Reaching Out
Gathering Information
Sales Process
Generating Leads
Demonstrations
Closing Deals
How to Sell Software
to Businesses

Communicate value
Find the prospect’s pain
Qualify the prospect
Build interest
Establish rapport
Don’t Have to Close

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

• Questions to test the close
• Find out what the prospect is thinking
• Gathers valuable information
Trial Close

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

INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE

• 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

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?

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

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

Sales Takeaway
• Opposite of trying to get the prospect to move forward
• Express doubt in fit or justification
• Opposite of what most salespeople do

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

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

Strategy
Reaching Out
Gathering Information
Sales Process
Generating Leads
Demonstrations
Closing Deals
How to Sell Software
to Businesses

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