Changes in the sales profession in data and SaaS software

Two years ago, the Harvard Business School in a study concluded that in the 21st century, all sales would be relationship sales. This is paradoxical with the advent of  artificial intelligence, and yet…

All success in business will be based on relationships.

Your best customers are the people you like and the people who like you.

In fact, 85% of your recommendations and referrals will come from people who like you. People who feel good about you will show you that.

So focus on the relationship and the sale will take care of itself. Here are some of the elements we share with you in the Virtuous One-to-One relationship.

Build up strong relationship on your credibility.

Get the idea of selling out of your head. It’s paradoxical, but nevertheless very valuable.

Like any test or encounter, there is a period of assessment.

Before proposing a digital solution or not, you must first and foremost invest time in understanding the customer’s specific needs.

A personalised approach, based on an in-depth understanding of the customer’s situation, builds trust.

You’re not there to sell a solution, you’re there to translate a response to a given problem.

Trust is built on openness and intellectual honesty.

In fact, it’s important not to promise software functionality or improvements with a notion of time.

In sales, it’s better to under-promise and over-deliver than the other way round.

Some decision-makers very often think the opposite. They easily say yes to everything. “Yes, we know how to do it, even if it’s not the case at the time these words are spoken”. and we’re going to deliver and learn how to do it.

We pounce on the opportunity. Faced with the uncertainties of today’s world and achievements, the likelihood that you’ll fail to honour your obligations is increasing.

The mistake here is that you think about the sale before your prospect/customer.

The best salespeople are those who establish the best relationships with their customers.

They let their customers know that they appreciate them and that they care about them, and they ask them questions. Listening builds trust. Above all, customers are looking for a relationship

Teaching is key for a sales person: making your customer understand that you are appreciated and that you care about them. 

Listen to the customer’s needs and adapt your approach accordingly. Ask questions to understand their specific challenges and show that you are taking their concerns into account.

Some solutions or offers can be complex, especially for non-technical people. A sales engineer must be able to explain in an educational way how the software works and how it can benefit the customer’s business.

This establishes a human relationship and credibility. The result is trust.

Nevertheless, managing the advertising budget remains a challenge, competition for keywords is fierce, and constant monitoring of search trends is necessary. Many solutions exist.

My aim is to support you in your digital transformation over the long term. 

You can only do this for so long if there is trust. The first data integration may involve selling you a complex data architecture or monitoring application maintenance.

This first action will seal the relationship. So it’s imperative that you get it right.

So it’s important to show that your interest is not limited to the initial sale. Express your commitment to establishing a long-term relationship, continuing to support the customer throughout their digital transformation journey.

Trust also means security in the relationship and in exchanges.

For example, in the SaaS software sector, data security is often a major concern. Make sure you highlight your product’s security measures and explain how you protect sensitive information.

Transparency about the functionality of the software is essential, as are any limitations and associated costs, but above all the ability to turn around and exit the solution without feeling bound hand and foot.

Customers appreciate honest vendors who don’t hide potential challenges or constraints. Don’t wait for them to find this out in the contract, present them with the delicate points that are incumbent on them in the relationship.

They will appreciate this honesty.

Show that your customer support is committed to excellence.

Explain how after-sales service is managed, whether this involves a dedicated support team, online resources, or other mechanisms to help customers overcome any problems that may arise.

As you can see, trust is built up over time through consistent action and transparent communication.

A sincere commitment from the outset to work towards the customer’s success before that of their sales.

At GOWeeZ, we’ve supported a number of companies in their data and digital transformation strategy: POC, MVP, acculturation, digital transformation, data, change management support, right through to fund-raising.

Would you like support with a strategic innovation or fund-raising project?

We look forward to hearing from you.