3 ms·

The previous comments cover some of the most important points. It seems like you haven't identified who would make a decision to buy. So right now, you are ente

The previous comments cover some of the most important points. It seems like you haven't identified who would make a decision to buy. So right now, you are entertaining a bunch of "keenly interested" tire kickers. They might push it up to the decision-making level, but you can't rely on that. Not for this first sale, and definitely not as a sustainable sales process. You might also want to start reading some sales books; and remember the salesperson's mantra: always be closing. Every time you interact with the customer, try to close. Often this takes the form of the "trial close" (google that) which can be said half in jest, but is nonetheless a serious way of moving forward in the closing process. Also consider the possibility that this customer actually has no interest in your product, and are just using you as a data point in their plan to either build it themselves or buy something else. As you continue selling, you'll find that this kind of tire-kicking is a frequent occurrence.

vdm 16y ago
> sales books Suggestions? There's a lot of stuff out there so I'm looking for HN recommendations.
- dj23 16y ago
  "Customer Centric Selling" is an excellent book. You need to develop a repeatable sales process for your business - this book will teach you how. Note: I have no affiliation with the above book/authors/publishers....I have been in software/technical sales for over 10 years, and I happen to think this is best place to get started. Right now you are letting the buyer control the sales process. The other folks here are correct that you need to find out: 1) Do they have funds budgeted for this already? What budget will this come out of? When does their budget year end? 2) How does their buying process work? Who has final approval? Does this decision have to go to a committee if the cost is over $XX,XXX? 3) If your software solves a problem...how are they solving that problem now? What "pain" do they have associated with how they are doing things now? You need to find out what their "critical issue" is. 4) What is the business case for your product? People don't buy "cool features" or "neat software" they buy products that solve business issues. If you are selling something above a certain price point, the decision will eventually be made by someone non-technical....and you need to have a strong ROI case built for that person to get the order. If you don't know the above information, never do a demo. If a prospect refuses to share this type of information, they are not serious and you should move on to the next one. Sometimes the best sales opportunities are the ones that you lose quickly....don't be afraid to lose the sale quickly. Focus your efforts on serious buyers who are willing to share information on their budget, purchasing process, etc.

vdm 16y ago

> sales books Suggestions? There's a lot of stuff out there so I'm looking for HN recommendations.

dj23 16y ago
"Customer Centric Selling" is an excellent book. You need to develop a repeatable sales process for your business - this book will teach you how. Note: I have no affiliation with the above book/authors/publishers....I have been in software/technical sales for over 10 years, and I happen to think this is best place to get started. Right now you are letting the buyer control the sales process. The other folks here are correct that you need to find out: 1) Do they have funds budgeted for this already? What budget will this come out of? When does their budget year end? 2) How does their buying process work? Who has final approval? Does this decision have to go to a committee if the cost is over $XX,XXX? 3) If your software solves a problem...how are they solving that problem now? What "pain" do they have associated with how they are doing things now? You need to find out what their "critical issue" is. 4) What is the business case for your product? People don't buy "cool features" or "neat software" they buy products that solve business issues. If you are selling something above a certain price point, the decision will eventually be made by someone non-technical....and you need to have a strong ROI case built for that person to get the order. If you don't know the above information, never do a demo. If a prospect refuses to share this type of information, they are not serious and you should move on to the next one. Sometimes the best sales opportunities are the ones that you lose quickly....don't be afraid to lose the sale quickly. Focus your efforts on serious buyers who are willing to share information on their budget, purchasing process, etc.