How to Sell Software to Businesses - Part IV: Sales Process

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. INITIAL CONTACT
PURCHASE

4. Subject: Update your website
Hi [Prospect Name],
I am a with Company XYZ and we provide website design services.
Are you needing to redo your website or make any changes?
Are you available for a 15 to 20-minute meeting?
Best Regards,
XXX XXX
XXXXXX

5. INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE

6. I
C
E

7. I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
INITIAL CONTACT

8. I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
INITIAL CONTACT

9. I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
STRUCTURE
• 2 to 5 minutes
• 80% on prospect
• 20% on you
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
INITIAL CONTACT

10. I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
STRUCTURE
• 2 to 5 minutes
• 80% on prospect
• 20% on you
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
QUESTIONS
• Pain
• Current State
INITIAL CONTACT

11. I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
CONVERSATION

12. I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
GOALS
• Qualify
• Gather prospect info
• Build interest
• Close for Explanation
CONVERSATION

13. 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
CONVERSATION

14. 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

15. I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
EXPLANATION

16. I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
GOALS
• Qualify
• Build interest in
product
• Close for purchase
EXPLANATION

17. 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
EXPLANATION

18. 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

19. INITIAL CONTACT
CONVERSATION
EXPLANATION

20. INITIAL CONTACT
CONVERSATION
EXPLANATION
Instant
Meeting
WHEN
• Prospect is difficult to get a hold of
• Interaction is a face-to-face
• Product is not complex
• Prospect wants to move quickly
WHY AVOID
• Get more time and attention
• Able to be more prepared
• Closing opportunity

21. INITIAL CONTACT
CONVERSATION
EXPLANATION
Instant
Explanation

22. INITIAL CONTACT
CONVERSATION
EXPLANATION
One-Call-Close

23. ICE Sales Process
I C E
COOL, CALM, AND COLLECTED
• Making cold calls
• Asking questions
• Dealing with objections
• Managing meetings
• Closing
• Sales lead follow-up

24. INITIAL CONTACT
CONVERSATION
EXPLANATION

25. Strategy
Reaching Out
Gathering Information
Sales Process
Generating Leads
Meetings and Presentations
Closing Deals
How to Sell Software
to Businesses

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