SaaS Sales: Two Ways You Can Become an Expert

Originally published on the Exotel blog.

I joined Exotel from a sales outsourcing company. Oh, yes, it is a real thing. I worked for companies that outsourced their leads to us. We had to talk to their customers and sell the product/service. However, in my new company, it was like a whole new world for me. I felt like I was learning to climb a mountain here. And I’m afraid of heights. So, you can imagine my plight.

Where I came from, the sales process was much more straightforward, like this:

SaaS sales - process

 “Change is inevitable and change is constant.” – Benjamin Disraeli   

This is very true in the context of sales. Selling has remained constant, but the way people sell evolves with the market and customer maturity.

1. Consultative selling works:

As I mentioned earlier, the kind of sales I was familiar with was centered around me – how well I knew my skills, my target, my sales pitch, my selling – me, me, me!

On my first day, I knew I was in trouble. My strength lay in the power of grunt work. I counted on calling people endlessly and pitching my product to them. But now, the customers I spoke to knew what they wanted. They knew about our product, sometimes even our competitor’s, and they understood our pricing. This left me very unsure of what I was supposed to do if they already understood most of what would talk to them on a sales call.

SaaS sales - Halo Meme
Image Source

What am I supposed to sell if the customer already understands everything that my sales pitch covers?

The answer came to me when I observed what everyone around me was doing – I was supposed to be selling solutions. And there is a world of difference between the sale of a product and a solution.

SaaS sales - Alcohol is a solution

The consultative sales process

In a SaaS company, product and services are available over the cloud. The pricing is usually transparent and the customer has access to all the data (s)he needs to make a buying decision. SaaS companies in the West aim to sell without ever talking to their customer. The process is usually designed to be that way. But, in India, it is unusual for a company to buy a critical system without talking to a real person.

And phone support is critical for businesses in India.

This is how a typical sales call goes:

SaaS sales - dialog1

There are two directions in which I could take this conversation. I could just tell the customer what he wants to know and set up the Exotel account as he asked me to. I would’ve done my job.

This is what I would’ve done before. And that would’ve made me a sales person. However,

Lou Diamond, the CEO of FOBIA says:

“Similar to a lawyer who establishes trust and rapport with a client, a consultative seller seeks to do the same with a buyer. Rather than make a pitch to the buyer (“let me explain why you should buy our product”), a skilled consultative seller initiates a substantive dialogue with the buyer. It’s through this conversation where the buyer reveals how the salesperson can help them. In a way, a consultative seller influences the buyer to make the pitch, not the other way around.”

Selling as a consultative seller and not a sales person:

One of the things I do now is, before picking up the phone to talk to a customer, I try to find out as much as I can about the person I’m about to speak to and the company. Even a simple google search can tell you a fair bit about the business and the person you’re about to talk to. Spend some time on their website. Understand their business. In addition to this, I’d recommend the use of tools like Rapportive, LinkedIn, etc to understand a little more about the person you’re about to speak to as well.

Encourage the customer to talk without any interruptions. The more they explain the problems they’re facing, the easier it gets for you to understand how you can solve the problem for them. Here are a few questions that you could ask her to understand the problem they need to address.

  1. What is the nature of your e-commerce business?
  2. How are you managing customer calls currently?
  3. Why did you think of a solution like Exotel to help you right now?
  4. What are your call volumes?
  5. What is the image you’d like to project to the customers who call?
  6. What CRM do you use?
  7. Do you have a ticketing software you use?
  8. Do you offer cash on delivery to your customers?
  9. Do you inform customers of the status of their orders? If yes, how do you do it?
  10. Do you already have sales agents or are you planning to hire them?
  11. Would you be interested in automating repetitive tasks?
  12. What kind of advertising do you do for their e-commerce startup?
  13. How do you keep track of your ROI?

Except for the first 4 questions, most of the other questions are not directly related to their problems. But they’re essential to the problem they are trying to solve. Spending time talking to the customer also gives me an insight into the workings of their company. This will help me suggest a solution that will not just solve their problem but also integrate Exotel into the core of their business.
It’s a win-win situation. I win a long-term relationship with the customer (not to mention the revenue), and the client has a better solution to manage their customer calls.

There are six principles to the consultative sales process:

  1. Research
  2. Ask
  3. Listen
  4. Teach
  5. Qualify
  6. Close

These six principles should provide the basic outline of the consultative sales methodology that you create for your business.

Teach – this brings me to my next learning.

2. Always challenge your customers:

This is something that usually happens during our sales calls here.

dialog2

While the client always assumes that they know best about what they need, do not be afraid to challenge the customer. After all, you have a better understanding of your product and the kind of solution that will fit in with their needs better.

Being a good salesperson is not always about saying yes. It’s also about saying no when you think the customer is making the wrong choice.

While this may be the antithesis of everything they teach about sales traditionally, this is the best way to win a customer’s loyalty.If you’re serious about selling better, I’d recommend you read the book “The Challenger Sale” by Matthew Dixon. Here are some quotes from the book that have influenced the way I talk to my customers:

“How you sell has become more important than what you sell.”

“(Challengers have) a thorough understanding of the client’s business and use that knowledge to push the customer’s thinking and teach them something new about how their company can compete more efficiently.”

“A Challenger is really defined by the ability to do three things: teach, tailor, and take control.”

“The world of solution selling is almost definitionally about a disruptive sale.”

“If you’re on the journey to more of a value-based or solutions-oriented sales approach, then your ability to challenge customers is absolutely vital to your success going forward.”

“Shift the discussion from price to value.”

“Challengers aren’t so much world-class investigators as they are world-class teachers. They win not by understanding their customers’ world as well as the customers know it themselves, but by actually knowing their customers’ world better than their customers know it themselves, teaching them what they don’t know but should.”

A final note

SaaS sales is not a “one size fits all” process. You need to treat each customer’s requirements uniquely and offer them something that works.

My biggest learning has been – Throw away the script you’ve been working with. It’s not going to work. Be genuinely interested in your customer’s success and have their best interest at heart.

Come with selling guidelines or checklists that help the entire team work as one entity and give the customer what’s best for them.

Do you have any additional inputs or stories about your own sales experience? Let us know in the comments below.

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