How to sell a management system? Check out 6 foolproof tips
Posted: Mon Dec 23, 2024 10:08 am
If you work in sales , you already know how it can be both a science and an art. There is a lot of preparation, technique and training involved, but also a certain degree of improvisation and sensitivity to the situation. Many principles apply to the sale of any product, but when it comes to software — such as a management system — some rules can change a little.
Presenting a physical product, such as a homemade cake or perfume, is relatively easier than selling a digital program, which is much less tangible. However, this does not mean that it is much harder to close the sale. It is all a matter of adapting your sales techniques to this product and the particularities of your audience.
Are you having trouble getting good results when selling whatsapp mexico number a management system? Check out some tips we’ve prepared for you and learn how to improve your performance:
1. Plan your speech
You've probably noticed the difference between arriving at a business meeting without knowing what to say and already having some very specific topics that you want to get across.
In the first case, you will waste a lot of time just organizing your thoughts and any proposal will be very disorganized — not to mention the loss of credibility. In the second example, you have a good chance of success, since you will be more organized and efficient.
Just as a car salesperson has a well-structured speech to welcome customers, you should also have something like this to propose the sale of software . This includes everything from the way you welcome your customers to the right moment to present the contract. Practice this speech until you feel confident and be prepared to deal with objections throughout the conversation.
2. Use illustrations and prints during the presentation
As we mentioned, software can be a bit more difficult to sell because it is a somewhat intangible product. Your customer can’t touch it and see if it’s working in just a few seconds, which can make it a bit more difficult to work with some people. Of course, the public’s perception of digital products has changed a lot, but that doesn’t mean your job will be easy.
To compensate for this, it is best to make this software as “concrete” as possible. This is what images are for. If you take some screenshots of the program’s interface, the client can see it before they start using it. In addition to showing that you are offering a real product, not just an idea, this also makes the person a little more familiar with the interface.
3. Focus on your customer’s demand
A management system is designed for one purpose: to make the work of managing a company easier , regardless of its size. However, the way it contributes can vary greatly.
People have different needs: some need automated processes, others need quick information sharing or greater control over their day-to-day activities. In other words, each manager will use this software with a specific functionality in mind.
Therefore, the best way to show the benefits of this system to the customer is to know which of these features are most relevant to them. There is no point in providing a long list of software features if only two or three specific ones would be enough to convince someone to close the deal. Therefore, keeping the offer concise and direct makes it much easier for the customer to make a decision, which is better for everyone.
4. Know the product before selling it
Obviously, it is much harder to describe the benefits of a tool when all your knowledge comes from a list prepared by someone else. Ideally, before developing any proposal, you should use and learn more about this system in your day-to-day life. This will help you better prepare your pitch, understand how the product meets the customer's demands, and prevent you from compromising your reputation by offering low-quality software.
While you’re going through the testing period, try to pay attention to the most important details. Is the interface intuitive and easy to navigate? Does it have all the features it claims to have? Does it offer good security? If, in the end, you yourself are not willing to use the product in any context, then it may not be worth offering it to your client.
5. Make use of the trial period
Most software available on the market offers a trial mode for its tools. The same goes for a management system. If there is no opportunity to close a deal in the first few contacts, you can suggest that the client use the program during a trial period, so that he can learn how it works and observe some of its benefits.
This technique is common in the sale of various products and services, mainly for two reasons. Firstly, because the customer can attest to the quality of what they are buying before committing. Secondly, because, after using the product once, the customer is already more accustomed to these benefits, which makes it harder to give them up. Once this software becomes part of their routine, they will be much more willing to purchase it.
6. Have data to support the software
Last but not least, always support your arguments with statistics, graphs and real-life stories. The main purpose of this system is to provide users with numerical data so they can make better business decisions. Therefore, there is nothing better than displaying statistics that prove the effectiveness of your product to convince the customer to close the deal.
Some options you can resort to are:
its main success stories;
average growth rate of users of that system;
overall success rate, which indicates the percentage of customers who show growth;
cost-benefit ratio, which corresponds to the profitability projection compared to the initial cost.
Presenting a physical product, such as a homemade cake or perfume, is relatively easier than selling a digital program, which is much less tangible. However, this does not mean that it is much harder to close the sale. It is all a matter of adapting your sales techniques to this product and the particularities of your audience.
Are you having trouble getting good results when selling whatsapp mexico number a management system? Check out some tips we’ve prepared for you and learn how to improve your performance:
1. Plan your speech
You've probably noticed the difference between arriving at a business meeting without knowing what to say and already having some very specific topics that you want to get across.
In the first case, you will waste a lot of time just organizing your thoughts and any proposal will be very disorganized — not to mention the loss of credibility. In the second example, you have a good chance of success, since you will be more organized and efficient.
Just as a car salesperson has a well-structured speech to welcome customers, you should also have something like this to propose the sale of software . This includes everything from the way you welcome your customers to the right moment to present the contract. Practice this speech until you feel confident and be prepared to deal with objections throughout the conversation.
2. Use illustrations and prints during the presentation
As we mentioned, software can be a bit more difficult to sell because it is a somewhat intangible product. Your customer can’t touch it and see if it’s working in just a few seconds, which can make it a bit more difficult to work with some people. Of course, the public’s perception of digital products has changed a lot, but that doesn’t mean your job will be easy.
To compensate for this, it is best to make this software as “concrete” as possible. This is what images are for. If you take some screenshots of the program’s interface, the client can see it before they start using it. In addition to showing that you are offering a real product, not just an idea, this also makes the person a little more familiar with the interface.
3. Focus on your customer’s demand
A management system is designed for one purpose: to make the work of managing a company easier , regardless of its size. However, the way it contributes can vary greatly.
People have different needs: some need automated processes, others need quick information sharing or greater control over their day-to-day activities. In other words, each manager will use this software with a specific functionality in mind.
Therefore, the best way to show the benefits of this system to the customer is to know which of these features are most relevant to them. There is no point in providing a long list of software features if only two or three specific ones would be enough to convince someone to close the deal. Therefore, keeping the offer concise and direct makes it much easier for the customer to make a decision, which is better for everyone.
4. Know the product before selling it
Obviously, it is much harder to describe the benefits of a tool when all your knowledge comes from a list prepared by someone else. Ideally, before developing any proposal, you should use and learn more about this system in your day-to-day life. This will help you better prepare your pitch, understand how the product meets the customer's demands, and prevent you from compromising your reputation by offering low-quality software.
While you’re going through the testing period, try to pay attention to the most important details. Is the interface intuitive and easy to navigate? Does it have all the features it claims to have? Does it offer good security? If, in the end, you yourself are not willing to use the product in any context, then it may not be worth offering it to your client.
5. Make use of the trial period
Most software available on the market offers a trial mode for its tools. The same goes for a management system. If there is no opportunity to close a deal in the first few contacts, you can suggest that the client use the program during a trial period, so that he can learn how it works and observe some of its benefits.
This technique is common in the sale of various products and services, mainly for two reasons. Firstly, because the customer can attest to the quality of what they are buying before committing. Secondly, because, after using the product once, the customer is already more accustomed to these benefits, which makes it harder to give them up. Once this software becomes part of their routine, they will be much more willing to purchase it.
6. Have data to support the software
Last but not least, always support your arguments with statistics, graphs and real-life stories. The main purpose of this system is to provide users with numerical data so they can make better business decisions. Therefore, there is nothing better than displaying statistics that prove the effectiveness of your product to convince the customer to close the deal.
Some options you can resort to are:
its main success stories;
average growth rate of users of that system;
overall success rate, which indicates the percentage of customers who show growth;
cost-benefit ratio, which corresponds to the profitability projection compared to the initial cost.