How to Sell Software to Businesses

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

INITIAL CONTACT
PURCHASE

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

INITIAL CONTACT
CONVERSATION
EXPLANATION
PURCHASE

I
C
E

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

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

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

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

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

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

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

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

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

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

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

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

INITIAL CONTACT
CONVERSATION
EXPLANATION

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

INITIAL CONTACT
CONVERSATION
EXPLANATION
Instant
Explanation

INITIAL CONTACT
CONVERSATION
EXPLANATION
One-Call-Close

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

INITIAL CONTACT
CONVERSATION
EXPLANATION

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

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