Selling SaaS products can be a daunting task, especially if you’re new to the field. But with the right approach, you can increase your closing rates and see success. In this video and summary, I outline the four steps to selling a SaaS product with high closing rates.
Step 1: Qualify your prospects
The first step is to qualify a prospect before doing the demo. This involves asking potential customers to complete a short questionnaire to book a demo. The questionnaire should help you determine their company, problem, results they want, and willingness to invest time and money into a solution.
Step 2: Do the Demo
The next step is to do the demo. This should be scheduled within a week of when the potential customer has completed the form. During the demo, you should ask them about their problem, why it’s important to them, what result they want, and what feeling they’re trying to get. You should then show the key features of your product and how it solves their problems.
Step 3: Agitate the Problem
As you’re going through the demo, you should get the customer to explain and enunciate what they’re really trying to accomplish by signing up for your product. By getting them to talk about their problem, you can then show them how your product solves their issues.
Step 4: Close the Sale
Once the demo is complete, you can refer back to their problems, get them to agree that they need to make some kind of change, and then ask them if they’re against moving forward and signing up for your product. This is known as the “No Closing Method” and can be a highly effective way to close a sale.
