What does a salesperson need to do to “earn your business”?

Solve my problem.

The beauty to sales in SaaS is as sales professionals, for the most part, you aren’t selling a commodity or a fungible product. You can’t just go down the street, or to another website, to get a better deal on the Ford Fusion. Yes, there sometimes is a bit of negotiation on price, but even that is usually within a standard range of discounting.

So if a prospect has decided to talk to sales in SaaS, they are at least interested in having their problem solved.

  • Are you the right vendor to solve my problem? Explain to me why for real, not with competitor bashing or over-simplifications.
  • How exactly will you solve it, for real? Let me explain my specific challenges and explain to me how you specifically solve my problems.
  • Can I try before I buy? Can I make a smaller commitment before a larger one? How do I know I’m not getting ripped off?

Answering these questions correctly will earn my, and most buyer’s business, in SaaS.

Put differently, usually, you don’t really need to “sell me this pen” or go through similar fungible product sales exercises, at least not exactly. SaaS sales is usually “show me how this pen will solve my problem.”

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Published on September 26, 2018

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