SOFTWARE SALES
SOFTWARE SALES
CLOSING BIG DEALS – DON ’ T COME EASY !
By Angela Andera
Software sales can be like a tough grain stuck between your teeth . You would need to use a toothpick , dental floss , a piece of sewing thread or even your finger nails to get the grain out . Selling huge complicated software solutions would need one to be very patient , persistent and have a keen attention to detail .
Patience
Patience will allow the client to begin to understand and appreciate the product you are selling over a period of time . This time frame can be anything between 6 months to even 3 year before the deal is signed and implemented .
Persistence
Persistence requires that you as the sales person do play your part to ensure that you have furnished the client with all suitable information . You would need to be agile enough to keep calling or checking with the client as often as possible .
How often you call or check , can be rated on a weekly basis for long periods before the client signs . This is because such deals require multiple consultations to occur before an agreement is made . The decision making team would traditionally include the software users , the managers , directors , and board members . Ultimately you would be aiming to form a personal as well as a professional relationship
‘‘ You need to prepare the best marketing presentation and practice your demos so that you can confidently respond to the client questions and concerns and don ’ t forget to empower your knowledge through reading articles related to your line of work .’’ with the client . Remember to fish for information from other avenues or sources related to the client you are pursuing .
Besides the main contact you deal with at your potential client ’ s organization , call and find additional information from other employees within the same organization who may help confirm that the deal is progressing towards the right direction .
Talking to existing clients who are in the same line of business as your potential client , may empower you with knowledge related to your clients ’ intention to take up your product or solution . Do not sit and wait for information to get to you .
As long as your client shows interest , keep a keen eye and continue working on the whole process as you would not want to lose the deal to your competitors . The truth is that your competition is always waiting for you to do all the hard work and just at the edge of your success , they would pounce and snatch the deal out of your hands .
78 MAL 15 / 16 ISSUE