Dan Martell - 3 Questions To Answer In Your SaaS Sales Process

00:00:00.000 3 questions to answer in your sales SaaS process.

00:00:15.000 In today's video, I'm going to answer the question of,

00:00:17.000 how do you get people to buy?

00:00:18.000 How do you convince them that now is a good time?

00:00:21.000 How do you convince them to use your product versus somebody else?

00:00:23.000 These are questions that a lot of entrepreneurs

00:00:25.000 don't even think about.

00:00:26.000 You know, when I was building my company Flowtown,

00:00:28.000 You know, we were an SMB SaaS product,

00:00:30.800 so we thought low touch, no touch sales process.

00:00:33.040 We didn't need salespeople.

00:00:34.380 We just created great content that attracted people

00:00:36.740 that were ideal customers, and we showed them our product

00:00:39.240 and they would sign up.

00:00:40.080 And you know what?

00:00:40.920 That worked for a little bit, but it didn't scale.

00:00:43.720 So what we did is we ended up hiring a bunch of salespeople

00:00:46.360 and it was through that process that I came up with

00:00:49.080 these three questions that every SaaS entrepreneur

00:00:51.660 needs to answer in their sales process.

00:00:53.420 I mean, if you look at the Montclair SaaS 250 list,

00:00:57.860 which is arguably the top 250 SaaS companies in the world,

00:01:01.780 you know what they all have in common?

00:01:03.180 They have a sales process.

00:01:04.520 And if you're looking to build and scale your company,

00:01:07.860 your startup, your product,

00:01:09.680 you're gonna need to build a sales team.

00:01:11.120 So make sure that you answer these three questions.

00:01:13.540 The first one is, why should I do anything?

00:01:16.120 Why should I make a decision today?

00:01:17.820 Why should I even investigate and understanding

00:01:20.160 what your product does or even learn about your product?

00:01:22.400 Just trying to get a customer from doing nothing,

00:01:25.800 from just sitting there complacently and in their business

00:01:29.180 and not even wanting to investigate your product,

00:01:31.380 that's step one.

00:01:32.280 If you get an opportunity to explain yourself,

00:01:34.500 you need to give them a strong, compelling why

00:01:37.380 now that they should take action to investigate further.

00:01:40.380 So that's step one.

00:01:41.620 Number two is why your solution versus a competitor's.

00:01:45.320 I mean, a lot of entrepreneurs,

00:01:47.020 they wanna hide behind the fact that they say,

00:01:49.600 it's like, who's your competitive set?

00:01:50.820 We don't have competitors, seriously?

00:01:53.160 Your competitors, number one,

00:01:54.520 your customers decide and do nothing.

00:01:56.320 The other one is doing the way they've been doing it

00:01:59.100 to that point, maybe they're using a spreadsheet

00:02:01.060 and hacked scripts together to solve the problem

00:02:03.260 and you've got a more efficient way to do it

00:02:05.040 and they could do that or you actually

00:02:06.960 do have competitors, right?

00:02:08.600 I mean, my question when I ask a potential customer

00:02:10.700 is if you couldn't use our product, who would you use?

00:02:12.780 That answer to that question is the list of competition.

00:02:16.480 So not actually answering that question

00:02:19.040 in the sales process and say look, here's who we are,

00:02:21.440 here's what we do and here are the other companies

00:02:23.680 in this space but we do these things better

00:02:26.000 and that's why we can serve you better.

00:02:27.940 And I think that is the second question

00:02:29.700 you absolutely need to answer in your SaaS sales process.

00:02:33.440 The third one is why now, right?

00:02:36.440 Why is investing in your product, your SaaS company,

00:02:40.020 your technology and now decision versus your customer

00:02:43.720 or your prospect going and investing

00:02:45.260 in another area of their business?

00:02:46.520 That is a legit question.

00:02:48.500 So if you don't have some kind of discount,

00:02:51.660 time-based incentive program, some reason

00:02:55.040 for your potential customer to take action today,

00:02:58.320 then your sale process is not gonna be efficient.

00:03:00.500 And that's what I learned the hard way,

00:03:01.840 is hiring a bunch of salespeople,

00:03:03.380 putting them in touch with customers,

00:03:04.600 and then coming back shorthanded and saying,

00:03:06.500 you know, I don't know what I need to tell them

00:03:08.780 to get them to take action.

00:03:09.820 But the truth is, is you answer those three questions.

00:03:12.280 First one, why should I do anything today?

00:03:15.040 The second one is, why your solution versus a competitor?

00:03:17.780 And the third one, why now versus investing

00:03:20.920 in another area of my business?

00:03:22.500 You answer those three questions,

00:03:23.860 you are gonna dominate it and grow your business,

00:03:26.280 your SaaS product, your startup.

00:03:28.240 Super excited to have you.

00:03:29.920 If you are not subscribed to my newsletter,

00:03:32.040 click right there, subscribe to the newsletter,

00:03:33.540 get weekly videos and free training exclusive offers,

00:03:37.100 as well as share this video with anybody in your world

00:03:40.480 that you care about that's in the startup world.

00:03:42.320 I'd love to have them part of the community.

00:03:44.620 As per usual, I wanna challenge you

00:03:46.360 to live a bigger life and a bigger business.

00:03:48.140 I'll see you next Monday.

00:03:50.920 You

Dan Martell - May 30, 2016

3 Questions To Answer In Your SaaS Sales Process

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