SlideShare a Scribd company logo

How to Sell Software to Businesses - Part VII: Closing

How to Sell Software to Businesses - Part VII: Closing

1 of 17
Download to read offline
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

Recommended

Chapter 24 - Closing (The SMART Sales System)
Chapter 24 - Closing (The SMART Sales System)Chapter 24 - Closing (The SMART Sales System)
Chapter 24 - Closing (The SMART Sales System)SalesScripter
 
How to Become a Better Sales Closer
How to Become a Better Sales CloserHow to Become a Better Sales Closer
How to Become a Better Sales CloserSalesScripter
 
SMART Sales System - Module 14: Closing
SMART Sales System - Module 14: ClosingSMART Sales System - Module 14: Closing
SMART Sales System - Module 14: ClosingSalesScripter
 
SMART Sales System - Module 16: Presentations
SMART Sales System - Module 16: PresentationsSMART Sales System - Module 16: Presentations
SMART Sales System - Module 16: PresentationsSalesScripter
 
How to: 3 Steps to a Successful Provider-Agency Partnership in Senior Living
How to: 3 Steps to a Successful Provider-Agency Partnership in Senior LivingHow to: 3 Steps to a Successful Provider-Agency Partnership in Senior Living
How to: 3 Steps to a Successful Provider-Agency Partnership in Senior LivingCreating Results - Strategic Marketing
 
We Analyzed 180K Business Proposals (You’ll Never Guess What We Found!)
We Analyzed 180K Business Proposals (You’ll Never Guess What We Found!)We Analyzed 180K Business Proposals (You’ll Never Guess What We Found!)
We Analyzed 180K Business Proposals (You’ll Never Guess What We Found!)QuekelsBaro
 
D4: Cracking the Code on Startup Talent, Sam Wong
D4: Cracking the Code on Startup Talent, Sam Wong D4: Cracking the Code on Startup Talent, Sam Wong
D4: Cracking the Code on Startup Talent, Sam Wong Lean Startup Co.
 

More Related Content

Similar to How to Sell Software to Businesses - Part VII: Closing

How to Get Ready for Startup Partnership
How to Get Ready for Startup PartnershipHow to Get Ready for Startup Partnership
How to Get Ready for Startup Partnershipideatoipo
 
Transform Your Global Contracting
Transform Your Global ContractingTransform Your Global Contracting
Transform Your Global ContractingApttus
 
6 Steps to a Transparent Brand + Agency Partnership by BECKON
6 Steps to a Transparent Brand + Agency Partnership by BECKON6 Steps to a Transparent Brand + Agency Partnership by BECKON
6 Steps to a Transparent Brand + Agency Partnership by BECKONAmanda Roberts
 
BusinessPlanPack_FINAL.pdf
BusinessPlanPack_FINAL.pdfBusinessPlanPack_FINAL.pdf
BusinessPlanPack_FINAL.pdfPolicypros.co.uk
 
Partnering in the Cloud and Digital Transformation Era
Partnering in the Cloud and Digital Transformation EraPartnering in the Cloud and Digital Transformation Era
Partnering in the Cloud and Digital Transformation EraJerod Powell
 
Partnering in the Cloud
Partnering in the Cloud Partnering in the Cloud
Partnering in the Cloud Jerod Powell
 
Building an Effective Business Case in a Real Practical World? | Alexander Lum
Building an Effective Business Case in a Real Practical World? | Alexander LumBuilding an Effective Business Case in a Real Practical World? | Alexander Lum
Building an Effective Business Case in a Real Practical World? | Alexander LumLavaConConference
 
How to Make Social Media Work for B2B and B2G
How to Make Social Media Work for B2B and B2GHow to Make Social Media Work for B2B and B2G
How to Make Social Media Work for B2B and B2GMailerMailer
 
Seven Steps To Selling Your Business
Seven Steps To Selling Your BusinessSeven Steps To Selling Your Business
Seven Steps To Selling Your Businesslarrygreene
 
Maximise Your Reputation in the Marketplace Jason King
Maximise Your Reputation in the Marketplace   Jason KingMaximise Your Reputation in the Marketplace   Jason King
Maximise Your Reputation in the Marketplace Jason KingMAXfocus
 
Branding Proposal Template PowerPoint Presentation Slides
Branding Proposal Template PowerPoint Presentation SlidesBranding Proposal Template PowerPoint Presentation Slides
Branding Proposal Template PowerPoint Presentation SlidesSlideTeam
 
Sales & marketing day 5 [class of 12th jan 2020]
Sales & marketing day 5 [class of 12th jan 2020]Sales & marketing day 5 [class of 12th jan 2020]
Sales & marketing day 5 [class of 12th jan 2020]pyi kyaw lynn
 
How to Hire a HubSpot Agency Partner
How to Hire a HubSpot Agency PartnerHow to Hire a HubSpot Agency Partner
How to Hire a HubSpot Agency PartnerElement Three
 
RGD Ontario Webinar: Strategy In Design: How To Create Meaningful & Successfu...
RGD Ontario Webinar: Strategy In Design: How To Create Meaningful & Successfu...RGD Ontario Webinar: Strategy In Design: How To Create Meaningful & Successfu...
RGD Ontario Webinar: Strategy In Design: How To Create Meaningful & Successfu...MLD/ Mel Lim Design
 
[PC-P] VAR Advanced Sales Training Present A Winning Solution.pdf
[PC-P] VAR Advanced Sales Training Present A Winning Solution.pdf[PC-P] VAR Advanced Sales Training Present A Winning Solution.pdf
[PC-P] VAR Advanced Sales Training Present A Winning Solution.pdfDon Arceri | AspireDigital.org
 
Product Launch Proposal PowerPoint Presentation Slides
Product Launch Proposal PowerPoint Presentation SlidesProduct Launch Proposal PowerPoint Presentation Slides
Product Launch Proposal PowerPoint Presentation SlidesSlideTeam
 
Profit exit planning - retreat
Profit   exit planning - retreatProfit   exit planning - retreat
Profit exit planning - retreatReg Gupton Inc
 

Similar to How to Sell Software to Businesses - Part VII: Closing (20)

Adapt & Prosper
Adapt & ProsperAdapt & Prosper
Adapt & Prosper
 
How to Get Ready for Startup Partnership
How to Get Ready for Startup PartnershipHow to Get Ready for Startup Partnership
How to Get Ready for Startup Partnership
 
Transform Your Global Contracting
Transform Your Global ContractingTransform Your Global Contracting
Transform Your Global Contracting
 
6 Steps to a Transparent Brand + Agency Partnership by BECKON
6 Steps to a Transparent Brand + Agency Partnership by BECKON6 Steps to a Transparent Brand + Agency Partnership by BECKON
6 Steps to a Transparent Brand + Agency Partnership by BECKON
 
BusinessPlanPack_FINAL.pdf
BusinessPlanPack_FINAL.pdfBusinessPlanPack_FINAL.pdf
BusinessPlanPack_FINAL.pdf
 
M&A Deal Killers
M&A Deal KillersM&A Deal Killers
M&A Deal Killers
 
Partnering in the Cloud and Digital Transformation Era
Partnering in the Cloud and Digital Transformation EraPartnering in the Cloud and Digital Transformation Era
Partnering in the Cloud and Digital Transformation Era
 
Partnering in the Cloud
Partnering in the Cloud Partnering in the Cloud
Partnering in the Cloud
 
Building an Effective Business Case in a Real Practical World? | Alexander Lum
Building an Effective Business Case in a Real Practical World? | Alexander LumBuilding an Effective Business Case in a Real Practical World? | Alexander Lum
Building an Effective Business Case in a Real Practical World? | Alexander Lum
 
How to Make Social Media Work for B2B and B2G
How to Make Social Media Work for B2B and B2GHow to Make Social Media Work for B2B and B2G
How to Make Social Media Work for B2B and B2G
 
Seven Steps To Selling Your Business
Seven Steps To Selling Your BusinessSeven Steps To Selling Your Business
Seven Steps To Selling Your Business
 
Maximise Your Reputation in the Marketplace Jason King
Maximise Your Reputation in the Marketplace   Jason KingMaximise Your Reputation in the Marketplace   Jason King
Maximise Your Reputation in the Marketplace Jason King
 
Branding Proposal Template PowerPoint Presentation Slides
Branding Proposal Template PowerPoint Presentation SlidesBranding Proposal Template PowerPoint Presentation Slides
Branding Proposal Template PowerPoint Presentation Slides
 
Sales & marketing day 5 [class of 12th jan 2020]
Sales & marketing day 5 [class of 12th jan 2020]Sales & marketing day 5 [class of 12th jan 2020]
Sales & marketing day 5 [class of 12th jan 2020]
 
Reaching Your Market
Reaching Your MarketReaching Your Market
Reaching Your Market
 
How to Hire a HubSpot Agency Partner
How to Hire a HubSpot Agency PartnerHow to Hire a HubSpot Agency Partner
How to Hire a HubSpot Agency Partner
 
RGD Ontario Webinar: Strategy In Design: How To Create Meaningful & Successfu...
RGD Ontario Webinar: Strategy In Design: How To Create Meaningful & Successfu...RGD Ontario Webinar: Strategy In Design: How To Create Meaningful & Successfu...
RGD Ontario Webinar: Strategy In Design: How To Create Meaningful & Successfu...
 
[PC-P] VAR Advanced Sales Training Present A Winning Solution.pdf
[PC-P] VAR Advanced Sales Training Present A Winning Solution.pdf[PC-P] VAR Advanced Sales Training Present A Winning Solution.pdf
[PC-P] VAR Advanced Sales Training Present A Winning Solution.pdf
 
Product Launch Proposal PowerPoint Presentation Slides
Product Launch Proposal PowerPoint Presentation SlidesProduct Launch Proposal PowerPoint Presentation Slides
Product Launch Proposal PowerPoint Presentation Slides
 
Profit exit planning - retreat
Profit   exit planning - retreatProfit   exit planning - retreat
Profit exit planning - retreat
 

More from SalesScripter

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsSalesScripter
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call BusinessesSalesScripter
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond SalesScripter
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales MessageSalesScripter
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallSalesScripter
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless ServicesSalesScripter
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenSalesScripter
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionSalesScripter
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling SalesScripter
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSalesScripter
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersSalesScripter
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsSalesScripter
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsSalesScripter
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessSalesScripter
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationSalesScripter
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutSalesScripter
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategySalesScripter
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleSalesScripter
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToSalesScripter
 
Cold Calling for Merchant Services
Cold Calling for Merchant ServicesCold Calling for Merchant Services
Cold Calling for Merchant ServicesSalesScripter
 

More from SalesScripter (20)

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales Systems
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call Businesses
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales Message
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold Call
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless Services
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever Seen
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales Objection
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process Outsourcing
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business Owners
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: Demonstrations
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating Leads
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales Process
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering Information
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching Out
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - Strategy
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach Example
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards To
 
Cold Calling for Merchant Services
Cold Calling for Merchant ServicesCold Calling for Merchant Services
Cold Calling for Merchant Services
 

Recently uploaded

SYY CAGNY 2024 PRESENTATION (February 20, 2024)
SYY CAGNY 2024 PRESENTATION (February 20, 2024)SYY CAGNY 2024 PRESENTATION (February 20, 2024)
SYY CAGNY 2024 PRESENTATION (February 20, 2024)SYYIR
 
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024Neil Kimberley
 
How do hotel linen suppliers contribute to sustainable and eco-friendly pract...
How do hotel linen suppliers contribute to sustainable and eco-friendly pract...How do hotel linen suppliers contribute to sustainable and eco-friendly pract...
How do hotel linen suppliers contribute to sustainable and eco-friendly pract...indhumathi546580
 
Actionable Fundraising Planning - Slide Presentation.pptx.pdf
Actionable Fundraising Planning - Slide Presentation.pptx.pdfActionable Fundraising Planning - Slide Presentation.pptx.pdf
Actionable Fundraising Planning - Slide Presentation.pptx.pdfBloomerang
 
Grevault battery storage system manufacturer
Grevault battery storage system manufacturerGrevault battery storage system manufacturer
Grevault battery storage system manufacturerGrevault
 
Get properties to match the dreams of Residents and Investors
Get properties to match the dreams of Residents and InvestorsGet properties to match the dreams of Residents and Investors
Get properties to match the dreams of Residents and Investorspricehalf96
 
BeMetals Presentation_February_15_2024.pdf
BeMetals Presentation_February_15_2024.pdfBeMetals Presentation_February_15_2024.pdf
BeMetals Presentation_February_15_2024.pdfDerekIwanaka1
 
More Info: AJTechnicalDr.com Ways to Earn_AVBOB Dream Team
More Info: AJTechnicalDr.com Ways to Earn_AVBOB Dream TeamMore Info: AJTechnicalDr.com Ways to Earn_AVBOB Dream Team
More Info: AJTechnicalDr.com Ways to Earn_AVBOB Dream TeamAnga Jubase
 
ZEOTAR EV Prince Team English Presentation
ZEOTAR EV Prince Team English PresentationZEOTAR EV Prince Team English Presentation
ZEOTAR EV Prince Team English PresentationKings Reddys
 
Questions to Answer to Prepare for Zero Budget Marketing .docx
Questions to Answer to Prepare for Zero Budget Marketing .docxQuestions to Answer to Prepare for Zero Budget Marketing .docx
Questions to Answer to Prepare for Zero Budget Marketing .docxPrecious Mvulane CA (SA),RA
 
PUBLISHING AND LITERARY NETWORKS IN THE SOUTH WEST_EBOOK_WCOVER.pdf
PUBLISHING AND LITERARY NETWORKS IN THE SOUTH WEST_EBOOK_WCOVER.pdfPUBLISHING AND LITERARY NETWORKS IN THE SOUTH WEST_EBOOK_WCOVER.pdf
PUBLISHING AND LITERARY NETWORKS IN THE SOUTH WEST_EBOOK_WCOVER.pdfUniversity of Exeter MA Publishing
 
Clean/Renewable Energy Virtual Investor Conference
Clean/Renewable Energy Virtual Investor ConferenceClean/Renewable Energy Virtual Investor Conference
Clean/Renewable Energy Virtual Investor ConferenceMarketing847413
 
Cracking the Leadership Shadow Code.pptx
Cracking the Leadership Shadow Code.pptxCracking the Leadership Shadow Code.pptx
Cracking the Leadership Shadow Code.pptxWorkforce Group
 
Presentation_bagus tentang glaucoma gitu.pptx
Presentation_bagus tentang glaucoma gitu.pptxPresentation_bagus tentang glaucoma gitu.pptx
Presentation_bagus tentang glaucoma gitu.pptxkamismisteri
 
FICCI Monthly Bulletin February 2024.pdf
FICCI  Monthly Bulletin February 2024.pdfFICCI  Monthly Bulletin February 2024.pdf
FICCI Monthly Bulletin February 2024.pdfsubarnamostafa1
 
Pernod Ricard presentation at CAGNY 2024
Pernod Ricard presentation at CAGNY 2024Pernod Ricard presentation at CAGNY 2024
Pernod Ricard presentation at CAGNY 2024Neil Kimberley
 
5 Common Writing Mistakes Infographic.pdf
5 Common Writing Mistakes Infographic.pdf5 Common Writing Mistakes Infographic.pdf
5 Common Writing Mistakes Infographic.pdfRemar Barquilla
 
02.22.2024 Email Options in Bloomerang.pdf
02.22.2024 Email Options in Bloomerang.pdf02.22.2024 Email Options in Bloomerang.pdf
02.22.2024 Email Options in Bloomerang.pdfBloomerang
 
Construction Documents Guide: Types and Significance in 2024
Construction Documents Guide: Types and Significance in 2024Construction Documents Guide: Types and Significance in 2024
Construction Documents Guide: Types and Significance in 2024caddrafting1
 
Miller Coors Presentation at CAGNY Feb 2024
Miller Coors Presentation at CAGNY Feb 2024Miller Coors Presentation at CAGNY Feb 2024
Miller Coors Presentation at CAGNY Feb 2024Neil Kimberley
 

Recently uploaded (20)

SYY CAGNY 2024 PRESENTATION (February 20, 2024)
SYY CAGNY 2024 PRESENTATION (February 20, 2024)SYY CAGNY 2024 PRESENTATION (February 20, 2024)
SYY CAGNY 2024 PRESENTATION (February 20, 2024)
 
PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024PEPSICO Presentation to CAGNY Conference Feb 2024
PEPSICO Presentation to CAGNY Conference Feb 2024
 
How do hotel linen suppliers contribute to sustainable and eco-friendly pract...
How do hotel linen suppliers contribute to sustainable and eco-friendly pract...How do hotel linen suppliers contribute to sustainable and eco-friendly pract...
How do hotel linen suppliers contribute to sustainable and eco-friendly pract...
 
Actionable Fundraising Planning - Slide Presentation.pptx.pdf
Actionable Fundraising Planning - Slide Presentation.pptx.pdfActionable Fundraising Planning - Slide Presentation.pptx.pdf
Actionable Fundraising Planning - Slide Presentation.pptx.pdf
 
Grevault battery storage system manufacturer
Grevault battery storage system manufacturerGrevault battery storage system manufacturer
Grevault battery storage system manufacturer
 
Get properties to match the dreams of Residents and Investors
Get properties to match the dreams of Residents and InvestorsGet properties to match the dreams of Residents and Investors
Get properties to match the dreams of Residents and Investors
 
BeMetals Presentation_February_15_2024.pdf
BeMetals Presentation_February_15_2024.pdfBeMetals Presentation_February_15_2024.pdf
BeMetals Presentation_February_15_2024.pdf
 
More Info: AJTechnicalDr.com Ways to Earn_AVBOB Dream Team
More Info: AJTechnicalDr.com Ways to Earn_AVBOB Dream TeamMore Info: AJTechnicalDr.com Ways to Earn_AVBOB Dream Team
More Info: AJTechnicalDr.com Ways to Earn_AVBOB Dream Team
 
ZEOTAR EV Prince Team English Presentation
ZEOTAR EV Prince Team English PresentationZEOTAR EV Prince Team English Presentation
ZEOTAR EV Prince Team English Presentation
 
Questions to Answer to Prepare for Zero Budget Marketing .docx
Questions to Answer to Prepare for Zero Budget Marketing .docxQuestions to Answer to Prepare for Zero Budget Marketing .docx
Questions to Answer to Prepare for Zero Budget Marketing .docx
 
PUBLISHING AND LITERARY NETWORKS IN THE SOUTH WEST_EBOOK_WCOVER.pdf
PUBLISHING AND LITERARY NETWORKS IN THE SOUTH WEST_EBOOK_WCOVER.pdfPUBLISHING AND LITERARY NETWORKS IN THE SOUTH WEST_EBOOK_WCOVER.pdf
PUBLISHING AND LITERARY NETWORKS IN THE SOUTH WEST_EBOOK_WCOVER.pdf
 
Clean/Renewable Energy Virtual Investor Conference
Clean/Renewable Energy Virtual Investor ConferenceClean/Renewable Energy Virtual Investor Conference
Clean/Renewable Energy Virtual Investor Conference
 
Cracking the Leadership Shadow Code.pptx
Cracking the Leadership Shadow Code.pptxCracking the Leadership Shadow Code.pptx
Cracking the Leadership Shadow Code.pptx
 
Presentation_bagus tentang glaucoma gitu.pptx
Presentation_bagus tentang glaucoma gitu.pptxPresentation_bagus tentang glaucoma gitu.pptx
Presentation_bagus tentang glaucoma gitu.pptx
 
FICCI Monthly Bulletin February 2024.pdf
FICCI  Monthly Bulletin February 2024.pdfFICCI  Monthly Bulletin February 2024.pdf
FICCI Monthly Bulletin February 2024.pdf
 
Pernod Ricard presentation at CAGNY 2024
Pernod Ricard presentation at CAGNY 2024Pernod Ricard presentation at CAGNY 2024
Pernod Ricard presentation at CAGNY 2024
 
5 Common Writing Mistakes Infographic.pdf
5 Common Writing Mistakes Infographic.pdf5 Common Writing Mistakes Infographic.pdf
5 Common Writing Mistakes Infographic.pdf
 
02.22.2024 Email Options in Bloomerang.pdf
02.22.2024 Email Options in Bloomerang.pdf02.22.2024 Email Options in Bloomerang.pdf
02.22.2024 Email Options in Bloomerang.pdf
 
Construction Documents Guide: Types and Significance in 2024
Construction Documents Guide: Types and Significance in 2024Construction Documents Guide: Types and Significance in 2024
Construction Documents Guide: Types and Significance in 2024
 
Miller Coors Presentation at CAGNY Feb 2024
Miller Coors Presentation at CAGNY Feb 2024Miller Coors Presentation at CAGNY Feb 2024
Miller Coors Presentation at CAGNY Feb 2024
 

How to Sell Software to Businesses - Part VII: Closing

  • 1. How to Sell Software to Businesses
  • 2. Strategy Reaching Out Gathering Information Sales Process Generating Leads Demonstrations Closing Deals How to Sell Software to Businesses
  • 3. Communicate value Find the prospect’s pain Qualify the prospect Build interest Establish rapport Don’t Have to Close
  • 4. 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
  • 5. • Questions to test the close • Find out what the prospect is thinking • Gathers valuable information Trial Close
  • 6. 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
  • 8. • 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
  • 9. 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?
  • 10. 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
  • 11. 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
  • 12. Sales Takeaway • Opposite of trying to get the prospect to move forward • Express doubt in fit or justification • Opposite of what most salespeople do
  • 13. 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
  • 14. 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
  • 15. Strategy Reaching Out Gathering Information Sales Process Generating Leads Demonstrations Closing Deals How to Sell Software to Businesses
  • 16. SPECIAL OFFER JUMPSTART PACKAGE SalesScripter PRO (3 months)……………………..…$297 Sales message brainstorming (2 hours)……………..$299 LinkedIn searching/email guessing (50 hours)…....$1,099 Total...…………………………………………....…….$1,695 PROMOTIONAL PRICE $1,195 DISCOUNT $500 Limited time offer