SaaS sales reps must act as consultants to close more deals
Posted: Wed Dec 04, 2024 9:13 am
The traditional sales reps were running around, looking for prospects, pitching their products and services to random people who may or may not have wanted it.Their conversation was awkward, confrontational and at times, cringe-worthy, not to mention the level at which they were struggling to convince the prospects about buying from them.Today, things have changed, people are aware, maybe more informed than the sales reps. The sales reps require a certain edge over the modern prospects to pitch, convince and close their SaaS sales deals.
What is SaaS sales?
Never mention the price first!
Technology has reshaped every industry today, and with that significant changes have come to the sales front too. SaaS sales involve the concerned sales reps selling web-based software to the prospects.Their task regularly includes new customer acquisition, up-selling and cross-selling, and retaining their most valued clientsSaaS sales reps, like every Bahamas Phone Numbers modern sales rep, must approach their prospects by first mentioning the benefits and features of their solution.For that, reps must be well-versed about their solution and should quickly respond to customer queries!
Listening to the prospects and understanding their problems is the most crucial step that no SaaS sales rep should forget.
Treating the prospects as an individual rather than a name in their sales list is the best approach.
How is SaaS sales different?With free trials, consulted purchasing and monthly subscriptions customers can quickly stop, switch their SaaS services. Customers can easily check information about what they are buying and whom they are buying it from.
Consultant: a person who provides expert advice professionally.
teps for SaaS sales reps to think like consultants
SaaS sales is high risk – high reward!
Sales is crucial for every organization, and we do not need to put too much effort in making you understand that your entire ROI depends on it. Exemplify our customer-first values with the following tips:
1. Understand your prospects business model
Customers feel more comfortable speaking to experts who want to listen to them about their business process and help them with their problems. Consultants act as partners who help prospects improve the way they carry out their business processes.In consultative selling, sales rep must understand the prospect’s business and know how things work for or against them. This task must be carried out by the SaaS sales reps before providing a product-fit assessment of the prospect.If you are a SaaS sales rep who works under the “Job-to-be-Done” norm, you won’t be able to conduct consultative selling with adequate precision.
Try finding the uses of your product that the prospect might be unaware of!
Factors to consider for gaining a deeper understanding of your prospects’ business:
Their business model – what are their goals, revenue model, competitive advantage and market opportunity?
Their customer’s purchasing behavior – how their customers acquire a product or service?
Their pricing structure – how does their pricing structure work?
Ways of enabling the SaaS solution – Are they interested in a Freemium, tiered, subscription-based cycle, etc.?
Their customer base – What’s the customer base? What’s common between them? Are they B2B SaaS, e-commerce, etc.?)
Many prospects will approach you with issues that they see or have noticed, unaware of other problems that might be prevailing beneath the surface.There are endless reasons for which the prospects reach out to the sales representatives.
Many of them will be reaching out to you because they just scaled their organization and wanted a SaaS solution that can meet their team size or they want to get more support because of the upcoming product launch.
Using consultative selling ascertain and advise which of your features are apt for them today and which one will help them in the future.
You can do this only when you truly understand how their business process works.
What is SaaS sales?
Never mention the price first!
Technology has reshaped every industry today, and with that significant changes have come to the sales front too. SaaS sales involve the concerned sales reps selling web-based software to the prospects.Their task regularly includes new customer acquisition, up-selling and cross-selling, and retaining their most valued clientsSaaS sales reps, like every Bahamas Phone Numbers modern sales rep, must approach their prospects by first mentioning the benefits and features of their solution.For that, reps must be well-versed about their solution and should quickly respond to customer queries!
Listening to the prospects and understanding their problems is the most crucial step that no SaaS sales rep should forget.
Treating the prospects as an individual rather than a name in their sales list is the best approach.
How is SaaS sales different?With free trials, consulted purchasing and monthly subscriptions customers can quickly stop, switch their SaaS services. Customers can easily check information about what they are buying and whom they are buying it from.
Consultant: a person who provides expert advice professionally.
teps for SaaS sales reps to think like consultants
SaaS sales is high risk – high reward!
Sales is crucial for every organization, and we do not need to put too much effort in making you understand that your entire ROI depends on it. Exemplify our customer-first values with the following tips:
1. Understand your prospects business model
Customers feel more comfortable speaking to experts who want to listen to them about their business process and help them with their problems. Consultants act as partners who help prospects improve the way they carry out their business processes.In consultative selling, sales rep must understand the prospect’s business and know how things work for or against them. This task must be carried out by the SaaS sales reps before providing a product-fit assessment of the prospect.If you are a SaaS sales rep who works under the “Job-to-be-Done” norm, you won’t be able to conduct consultative selling with adequate precision.
Try finding the uses of your product that the prospect might be unaware of!
Factors to consider for gaining a deeper understanding of your prospects’ business:
Their business model – what are their goals, revenue model, competitive advantage and market opportunity?
Their customer’s purchasing behavior – how their customers acquire a product or service?
Their pricing structure – how does their pricing structure work?
Ways of enabling the SaaS solution – Are they interested in a Freemium, tiered, subscription-based cycle, etc.?
Their customer base – What’s the customer base? What’s common between them? Are they B2B SaaS, e-commerce, etc.?)
Many prospects will approach you with issues that they see or have noticed, unaware of other problems that might be prevailing beneath the surface.There are endless reasons for which the prospects reach out to the sales representatives.
Many of them will be reaching out to you because they just scaled their organization and wanted a SaaS solution that can meet their team size or they want to get more support because of the upcoming product launch.
Using consultative selling ascertain and advise which of your features are apt for them today and which one will help them in the future.
You can do this only when you truly understand how their business process works.