Aug
7
I’m currently following an interesting discussion in Sales/Marketing VP’s & Directors – Software & Technology group at LinkedIn.
The main question of the discussion is devoted to the most important things in the art of selling. Most of ISV and microISV do the marketing and sell their software or services on their own. So, they must pay attention to these things also. Here is what I’ve learned from that discussion and completely agree with this:
- Be passionate about your product
You have to believe that your software or service will make your clients successful. Otherwise, your clients won’t believe it. You’ll hardly sell something that you are not passionate about. - Care about your customers’ success
Remember you are there to help them out. Its not about putting money in your pocket, its about putting money in their pocket. Demonstrate real concern for a positive outcome for the client. - Ask good questions and then shut up
Learn to listen. The more you know, the better you can position your software. People like to talk about themselves. And they like someone who listens to them when they do it. A good listener who is genuinely interested always gets the information and the relationship.
The principles are really simple but very important. Don’t sell products but do offer solutions for clients’ problems.
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