With software sales, you need to become a Jedi at
several core skills, like:
• Ideal Customer Personas + Buyer Personas
• Email Sequence Planning + Copywriting
• Sales Call Planning + Plays
• Effective Voicemails
• Sales Meeting Planning + Running
• Personal Brand-Building for Credibility
You always start by filtering down who you’re going to
contact in the first place.
There’s nothing worse than wasting time with people who will never buy.
And then you need to master selling with email, phone and video conferencing.
You can’t count on meeting people in person because they’re often far away. The time and money cost to travel is too high.
Since people feel the most safe when they can see you, hear you, touch you (like shaking hands) and smell you (they don’t want to taste you, thankfully), you need to know what works best without these advantages.
Exactly how to use your skills also depends HUGELY on how far along you are with a prospect.
That’s why we have to talk about...