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How to Sell Software to Businesses - Part VI: Demonstrations

How to Sell Software to Businesses - Part VI: Demonstrations

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How to Sell Software to Businesses
Strategy
Reaching Out
Gathering Information
Sales Process
Generating Leads
Meetings and Presentations
Closing Deals
How to Sell Software
to Businesses
How to deliver an awesome presentation/demonstration
INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE
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
INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE
Our standard process is to ask
some questions before our
presentation (or
demonstration). That way we
can customize what we talk
about to your needs.
We can schedule a short call
for that or we can go through
those now if you are free.
SELLING THE
CONVERSTION

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How to Sell Software to Businesses - Part VI: Demonstrations

  • 1. How to Sell Software to Businesses
  • 2. Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses
  • 3. How to deliver an awesome presentation/demonstration
  • 5. 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
  • 6. INITIAL CONTACT CONVERSATION EXPLANATION PURCHASE Our standard process is to ask some questions before our presentation (or demonstration). That way we can customize what we talk about to your needs. We can schedule a short call for that or we can go through those now if you are free. SELLING THE CONVERSTION
  • 9. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Gather prospect info • Build interest • Close for Explanation QUESTIONS • Pain • Current state • Desired state • Organization • Qualifying CONVERSATION
  • 10. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Gather prospect info • Build interest • Close for Explanation QUESTIONS • Pain • Current state • Desired state • Organization • Qualifying CONVERSATION
  • 11. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Gather prospect info • Build interest • Close for Explanation QUESTIONS • Pain • Current state • Desired state • Organization • Qualifying CONVERSATION
  • 13. • How is your day going so far? • Where are you based? (if virtual appointment) • [Ask a question regarding the weather, sports, recent current event, etc.] • How long have you been working here? • What did you do before this? • Where are you from? • What do you like most about what you do? • I know why I wanted to meet with you. Is there anything that motivated you to want to meet with me? • [Share agenda for meeting] Does that match up with your expectations for this meeting? • Is there anything in particular that you are hoping to get out of this meeting? • Do you have a hard stop for this meeting? VALUE POINTS PAIN POINTS CURRENT STATE PRODUCT PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE
  • 14. PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE Great. The reason for my call is that we help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic But I am not sure if we can help you in the same way. • Are you currently using inventory management software? • What are you all using for inventory management? • What is your process for managing inventory? • Are you using tools to manage inventory? • How many people do you have working on inventory management? • How many warehouses do you have? • What is your inventory turnover rate? • When was the last time you looked at improving your inventory management process?
  • 15. PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE Technical Pain Questions • How do you feel about the time spent ordering? • How concerned are you about order errors? • How important is it to view orders and inventory? Business Pain Questions • How concerned are you about the time it takes placing orders? • How much is ordering errors impacting profitability? • How do you feel about your ability to make good decisions around your inventory? Personal Pain Questions • How do you feel about your work/life balance? • How important is it to maximize your bonus? • How much of a priority is it to drive more career growth?
  • 16. PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE A lot of manufacturers that we work with are having issues with: Technical Pain • Submitting orders is time-consuming • It is easy to make errors when ordering • Difficult to view orders and inventory Business Pain • There is a lot of labor spent on placing orders • Ordering errors are costly and impact profitability • Difficult to make good decisions without visibility across orders and inventory Personal Pain • Working too much • Not making as much money as would like • Would like more career advancement Are you concerned about any of those?
  • 17. PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE We might be able to help you all because we provide inventory management software and it includes: • Auto inventory replenishment • Predictive Demand Forecasting • Management Dashboard This can help to: • Decrease time spent ordering • Increase ordering accuracy • Improve visibility to real-time information • Decrease staffing and labor costs • Decrease inventory costs • Improve decision-making We differ from other options in that: • Able to be set up without professional services • Easy to use • Lower management and maintenance costs
  • 18. PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE We might be able to help you all because we provide inventory management software and it includes: • Auto inventory replenishment • Predictive Demand Forecasting • Management Dashboard We differ from other options in that: • Able to be set up without professional services • Easy to use • Lower management and maintenance costs
  • 19. PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE • We worked with an electronics manufacturer and they had issues with running out of inventory. • We helped to solve that with our predictive demand forecasting. • This helped to them to increase ordering accuracy. • This ultimately helped them to decrease inventory costs. Key: Customer | Pain Point | Product sold | Value Point
  • 22. Can I schedule a sales discovery meeting with you where I can ask you more questions? In order to prepare our demonstration, I need to ask some questions. That will be about a [expected amount of time] discussion. If you are available now, we can get that out of the way. Or we can schedule a brief discovery call on another day. Which works best for you? How to Sell the Sales Discovery
  • 23. Need vs. Want • What motivated you to look at us (brought you to us)? • Do you mind if I ask why you took time out of your schedule to meet with us? • What improvements could you see if you make this purchase? • What will happen if you do not purchase something? • Is there a date when this purchase needs to be made? • What happens if the purchase is not made by that date? • What is the time frame that the project needs to work along? PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE
  • 24. Funding Availability • What is the range that you need your budget to stay within? • Is there a budget approved for this project? • Have the funds been allocated to this purchase? • What budget (department) will this purchase be made under? • Are there other purchases that this funding may end up being used for? • How does the project fit with other initiatives from a priority standpoint? PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE
  • 25. Decision Authority • What is the decision-making process? • What parties will be involved in making the decision? • What are the key factors that a decision will be based on? • What functional areas (departments) will be impacted by the purchase? • Is there a committee that this type of purchase has to go through? • Who is the ultimate decision maker? • Who is the person that will need to sign the agreement/contract? PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE
  • 26. Level of Competition • What other options are you considering? • How far along are you in discussions with them? • How do you feel about your other options? • What do you like about them? What do you not like about them? • How do they compare with what we have to offer? • Is there a reason why you would choose us over them? • If you had to make a decision today, which way would you lean? PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE
  • 27. Trial Closing • What do you think about what you have seen so far? • How do you think this fits with what you are needing? • How would that feature help you? • Is this something you could see your organization using? • Are we heading in the right direction? • Is this what you were expecting to see? Soft Closing • What would you like to do next? • What direction do you want to go from here? • Do you want to continue talking about this? • When would you like to talk again? • What does the path forward look like? Hard Closing • Are you ready to move forward to the next step in the process? • What would you need to be able to make a commitment to move forward? • If you had everything that you are asking for, are you prepared to move forward? • When are you going to make your final decision? • (If delaying the decision for a period of time) OK, but do you mind if I ask if there will be a change or something different at that time that will make that a better time to look at moving forward? • Is there anything that is preventing you from being able to move forward with this purchase? PAIN QUESTIONS QUALIFY OPEN CLOSE CURRENT STATE PAIN POINTS PRODUCT CUSTOMER EXAMPLE
  • 28. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options STRUCTURE • 30 minutes to 2 hours • 20% on prospect • 80% on you GOALS • Qualify • Build interest in product • Close for purchase QUESTIONS • Pain • Current state • Desired state • Organization • Qualifying • Closing EXPLANATION
  • 29. • How is your day going so far? • [Ask a question regarding the weather, sports, recent current event, etc.] • [Share agenda for meeting] Does that match up with your expectations for this meeting? • Is there anything in particular that you are hoping to get out of this meeting? • Do you have a hard stop for this meeting? VALUE POINTS PAIN POINTS CUSTOMER EXAMPLE PRODUCT OPEN Meeting Warm-Up Questions
  • 30. Summary of Our Findings From our previous discussions and research, we found that: • Submitting orders is time-consuming • It is easy to make errors when ordering • Difficult to view orders and inventory • There is a lot of labor spent on placing orders • Ordering errors are costly and impact profitability • Difficult to make good decisions without visibility across orders and inventory Are you those challenges correct? Is there anything you would like to add to that list? VALUE POINTS PAIN POINTS CUSTOMER EXAMPLE PRODUCT OPEN
  • 31. How We Can Help We help manufacturers to: • Decrease time spent ordering • Increase ordering accuracy • Improve visibility to real-time information • Decrease staffing and labor costs • Decrease inventory costs • Improve decision-making VALUE POINTS PAIN POINTS CUSTOMER EXAMPLE PRODUCT OPEN
  • 32. How We Do That We provide inventory management software and it includes: • Auto inventory replenishment • Predictive Demand Forecasting • Management Dashboard We differ from other options in that: • Able to be set up without professional services • Easy to use • Lower management and maintenance costs VALUE POINTS PAIN POINTS CUSTOMER EXAMPLE PRODUCT OPEN
  • 33. How We Helped Someone Similar to You • We worked with an electronics manufacturer and they had issues with running out of inventory. • We helped to solve that with our predictive demand forecasting. • This helped to them to increase ordering accuracy. • This ultimately helped them to decrease inventory costs. Key: Customer | Pain Point | Product sold | Value Point VALUE POINTS PAIN POINTS CUSTOMER EXAMPLE PRODUCT OPEN
  • 34. Strategy Reaching Out Gathering Information Sales Process Generating Leads Meetings and Presentations Closing Deals How to Sell Software to Businesses
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