The Secret Sauce to Boosting Your Sales: Teaching Your Prospects to Buy

They'll stop ghosting you...

Hey Sales Animals,

There are huge differences selling to the smallest startups and mega-corporations. When training our newer reps, I realized something crucial - there is a tip that improves their close rate, increases deal size and reduces deal velocity every time I teach it: when selling to small and mid market businesses (SMBs and MM), many prospects are clueless about how to buy software. You need to coach your buyer.

Why Coaching Matters in SaaS Sales

Software purchasing can be confusing for people who don't do it every day. Usually, SMBs and mid-market companies don't have the specialized procurement teams, technology catagory managers, and regular procurements that large enterprises do. They've got their hands full running the business, or doing their job. They may have never purchased software at the size of your deal, they may not know the process, there may not even be a process!

So, what happens when they finally connect with a sales rep like you or me? Well, if they've not been through the process before, they can feel overwhelmed by jargon, pricing models, implementation plans, and so on. They could be too overwhelmed to ask for budget, or not know how to present a business plan. This confusion can slow down the sales process or even lead to lost deals.

And that's where our coaching skills come in. By guiding our prospects through the process, we can boost our credibility, foster stronger relationships, and simplify their purchasing decision. It's a win-win.

Where do you start?