Making Your SaaS Product More Than a Nice to Have

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How do SaaS salespeople handle the objections that regularly stem from a crowded software space? Like “Your product would be nice to have but it’s not a priority. What we’re using for right now works.” More often than not, it all starts with a customer pain point. This free sales ebook will teach you how to overcome this particular objection, reveal a lead’s pain point to them, and turn it into a pitch opportunity. Along the way, learn what SPIN selling means for your sales strategy, and how to execute it correctly during your prospecting calls.

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Carrot or stick can be a question of philosophy. But when it comes to motivating prospects to pay for your SaaS, you better be using the stick. If your salespeople are sick of hearing, “Your SaaS product sounds like a nice-to-have but it’s not a priority right now,” it’s time to go back to your pitch and persona and make sure they’re both fully optimized for one thing: pain. Make your prospects feel their pain, show them how you can fix it, and your SaaS will sell itself (ok, not really, but that’s why you’ve hired a sales team).

How do SaaS salespeople handle the objections that regularly stem from a crowded software space? Like “Your product would be nice to have but it’s not a priority. What we’re using for right now works.” More often than not, it all starts with a customer pain point. This free sales ebook will teach you how to overcome this particular objection, reveal a lead’s pain point to them, and turn it into a pitch opportunity. Along the way, learn what SPIN selling means for your sales strategy, and how to execute it correctly during your prospecting calls.

Key insights

Carrot or stick can be a question of philosophy. But when it comes to motivating prospects to pay for your SaaS, you better be using the stick. If your salespeople are sick of hearing, “Your SaaS product sounds like a nice-to-have but it’s not a priority right now,” it’s time to go back to your pitch and persona and make sure they’re both fully optimized for one thing: pain. Make your prospects feel their pain, show them how you can fix it, and your SaaS will sell itself (ok, not really, but that’s why you’ve hired a sales team).

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What other objections is the SPIN Selling approach especially good at tackling?

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Making Your SaaS Product More Than a Nice to Have
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Making Your SaaS Product More Than a Nice to Have
Reviewed by
Alissa Pagano
4.7
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Value

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Readability

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Actionability

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What we loved:

The specialization, i.e. really focusing in on one problem and completely walking through the solution

What we didn't love:

Nitpicking here, there’s no summary of actionable steps — sort of a read through it situation

Summary:

This sales ebook sets out to do one thing, but do it really well (help you overcome a prospect’s “nice-to-have” objection.) What you see on the cover is exactly what you get and isn’t that such a nice marketing touch? It’s an in-depth guide that you can literally open up and follow along with each step of the way. And that’s definitely the thing that makes this free guide more than a nice-to-have


23 pages
Table of Contents
Interviews from the field
ISBN
978-3112567340

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