How important is software sales training? And what type of course or other training resource is the best choice?
Our question of the week over at Software Marketing Advisor is about recommended software sales training for selling offshore software services.
Obviously, the answer depends on what type of software you are selling. The approach to sales is very different if you are selling mission critical business applications versus a low-priced consumer internet software service.
Particularly for selling business software or software services, the most important thing to understand is that you are selling a solution to the customer’s problem, not just a piece of software. If you are looking for training options, look for a good solution selling option (whether or not it is about selling software).
Where do you start?
First, be crystal clear on the target customer for your solution… and don’t waste your time on leads that don’t fall into that segment.
Second, be a good listener. Learn to listen to your customer and recognize the phrases and concerns that indicate the types of problems that your software can address.
Third, know your software value proposition and unique selling proposition inside and out, and know how to communicate that to your customer after you hear them express the problem that you can solve.