One of the big differences between selling software to the small business and selling enterprise software is the price of the solution.
Software Sales Challenges:
Selling enterprise software has its own set of challenges that became even more complex with the downturn of the economy. Gone are the days where IT departments had huge budgets to spend. Stringent budgetary constraints are in place, the approval process includes more checks and balances and is closely monitored.
How To Succeed:
To be successful in this new environment the enterprise sales representative possess many skills, and one of the most important is the ability to listen to his customer and understand what is actually being said both verbally and non-verbally. It is important to take note of the tone of voice used by your customer at all times. This will often reveal more about his desire to place an order than he will reveal.
Listening to the tone of voice of your customer you will gain an insight into the way he is interacting with you and whether wants to do business with you or if he is actually just using you to get a 2nd quotation for a solution.
Questions that you must answer while listening to your customer are:
- Is he passionate about his subject?
- Does he sound disinterested in your questions?
- Did he discuss his business needs with you before requesting a price for the enterprise solution?
- Do the features he requires appear to fit the specifications of a solution offered by your main competitor? If so, what are you going to do about it?
Selling enterprise software is a challenge. How you adapt to the changing environment will determine your success.