Wednesday, October 22, 2014

Dealing with Lost Software Sales

When a prospect declines to become a customer, you should keep your composure and respond with "polite appreciation."

That advice comes from Michael LeBoeuf, the author of the book "How to Win Customers and Keep Them for Life." When LeBoeuf wrote his book in 1987, he wasn't thinking about selling on the Internet. And he likely wasn't thinking about the software development industry.

When today's microISVs sell software on the Internet, they probably don't know when a prospect has refused to buy. But there certainly are times when the prospect telephones the developer to say that he or she isn't going to complete the sale. And, unfortunately, the potential sales that usually end in a phone call between a prospect and a software developer are the sales that hurt the most when they fail to materialize - the multi-user license and site license sales.

When a prospect says "no", ask them why. Learn from your mistakes.

The prospect's saying "no" is not a personal attack. Don't take it personally. Don't let your prospect see that you're discouraged.

Persist intelligently, but don't be obsessive about it.

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