The Basics of Software Sales
Website design By BotEap.comThere are two basic ways to make software sales. The first refers to direct sales. There are three forms of direct sales. The first involves selling directly to customers. These customers and their needs are found through marketing generated leads that are followed by the sales team. Software sales can also be made through resellers. Resellers are any type of store that sells their product to customers and can include department stores, specialty software stores, and office supply stores. This method is used to sell directly to the entire sales force directly, and possibly also to incoming calls, without lowering the reseller’s price. Not undermining the reseller avoids channel conflicts. The most common form within the high-tech industry is a combination of the two. The third way to sell directly is to sell to national chains. In this method, the sales force acts as reseller sales managers. All of these ways are just examples of what you can do.
Website design By BotEap.comThe second basic way to do software sales involves channel sales. This often involves the use of a wholesale distributor. Distributors are helpful in balancing inventory between resellers. Also, providers don’t have to give credit to as many resellers if they use distribution. Instead, they give credit to a few distributors. The downsides are that distributors increase costs by 3 to 10 points and suppliers do not always know which resellers are buying their products if the resellers are independent or regional.
Website design By BotEap.comWhichever way you choose to sell your software, experts agree that proper training makes all the difference. Both initial and ongoing training will make your sales operations more successful and profitable. They say that no salesperson is born, they are made, and almost anyone can learn the skills necessary to be successful. An excellent salesperson is one who has thoroughly learned the steps of selling. These include prospecting, approaching, presenting, overcoming objections, viewing, and closing.
Website design By BotEap.comThe two components of an effective selling are soft skills and hard skills. Motivation, personality, relationship development, and understanding of people are generally considered soft skills. Hard skills include approaching, closing, and overcoming objections. Proper training in these areas can make your software sales much more successful.
Website design By BotEap.comThe world of software sales is competitive. Fortunately, there are several books, websites, and software programs that will help you and your business succeed. These products can give your sales team the skills they need to be successful. There are also customer relationship management products to help you keep track of your growing business. There are also numerous services that can provide your business with sales opportunities that will make your sales team more efficient and successful. With today’s Internet-driven economy, those who succeed will be those with the most effective sales force. Those who maximize sales and profits will come out on top, and with the right training and the right products, you too can be successful in software sales.