Software Sales Tips by Matt Wolach

Sales Tips

Sales Lies You’ve Been Told

Running a software company is about more than just developing an outstanding product and knowing how to sell it effectively. Throughout your journey, you may encounter misconceptions and fallacies that could derail your sales strategy. 

Let’s debunk four significant sales lies and guide you toward the best practices to adopt instead.

Firstly, the adage, ‘the customer is always right,’ only sometimes holds true in sales. Customers are crucial to your business, but they are rarely aware of what’s best for them. Your role is to educate and guide them. Be bold in challenging their assumptions if it means steering them towards a better solution – your software product. Remember, you’re the expert.

Secondly, it’s a myth that some people are just ‘born to sell.’ Software sales skills can be learned, practiced, and mastered over time. Proper training and practice can make you effective. Remember not to underestimate the power of learning from experienced mentors and adopting proven sales techniques.

Thirdly, don’t assume that having the best product will automatically result in sales victory. While having a solid product is needed, your sales and marketing strategies significantly influence your software product’s success in the market. No matter how superior your software may be, it will only lead the pack if it’s sold right.

Lastly, sales are far from a ‘trial and error’ game where you’re expected to figure it out eventually. It’s about implementing proven strategies and techniques, not guessing what works. Be wary of the ‘keep trying, and you’ll eventually figure it out’ approach; it’s a time-consuming and costly path to success. Instead, focus on learning from experts, and strive to improve your understanding of sales strategies.

If you want to make sure to overcome these lies and misconceptions by winning more business, consider investing in SaaS sales training like my Software Demo Secrets course. 

It can help you understand the intricacies of selling software effectively and provide you with actionable strategies to succeed. With this course, you won’t shoot in the dark; you’ll be empowered with knowledge and tools to boost your sales performance.

Remember, the pathway to sales success lies in challenging misconceptions, honing your skills, and adopting proven strategies.