When selling software, your solution is among your prospects’ many options.
Knowing the risks of purchasing a tool, it is normal to seek several choices—at the end of the day, all they want is to solve their pains. But you are not going to be chosen by staying this way. Instead, what you need to do is to be able to flip the risk and take advantage of it.
In your prospects’ minds, having a new tool is equivalent to putting their time and money at risk. They are not assured that the product is the solution to their problems.
To fix this, you will have to flip the risk. From the sales perspective, you need to show them that it is risky if they do not get your product. But you have to do this gradually. Watch this video and see how you can do this effectively!