Richard Lowe at RBL Associates shares his advice to help you jump start a software sales deal.
Stalled deals are an unfortunate fact of life in software sales. For any professional in the field, this is likely a common scenario: you’ve invested a lot of time and effort into building the relationship and the client is engaged and interested in your product, but then things suddenly grind to a halt and calls go unanswered. However, while this might be common-place, it’s not a reason to give up hope and move on to the next sale. With the right approach, it’s more than feasible to jump-start a deal.
Identifying when and why things are heading south
Prevention is, of course, the best cure where possible. Being able to identify when and why things are beginning to slip will be hugely beneficial in preventing a deal stalling. I’ve had over 30 years of experience in sales myself and I can certainly say that while every sale is different, the warning signs are usually the same....