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(upbeat music) - Three questions that answer in your sales SaaS process. In today's video, I'm gonna answer the question of how do you get people to buy? How do you convince them that now is a good time? How do you convince them to use your product versus somebody else? These are questions that a lot of entrepreneurs don't even think about. You know, when I was building my company Flowtown, you know, we were an SMB SaaS product so we thought low-touch, no touch sales process. We didn't need sales people. We just created great content that attracted people that were ideal customers and we showed them our product and they would sign up. And you know what, that worked for a little bit. But it didn't scale, so what we did is we ended up hiring a bunch of salespeople and it was through that process that I came up with these three questions that every SaaS entrepreneur needs to answer in their sales process. I mean, if you look at the Montclare SaaS 250 list, which is arguably the top 250 SaaS companies in the world, you know what they all have in common? They have a sales process. And if you're looking to build and scale your company, your startup, your product, you're gonna need to build a sales team, so make sure that you answer these three questions. The first one is why should I do anything? Why should I make a decision today? Why should I even investigate in understanding what your product does or even learn about your product? Just trying to get a customer from doing nothing, from just sitting there complacently and in their business and not even wanting to investigate your product, that's step one. If you get an opportunity to explain yourself, you need to give them a strong, compelling why now that they should take action to investigate further. So that's step one. Number two is why your solution versus a competitors. I mean, a lot of entrepreneurs, they wanna hide behind the fact that they say, "Who's your competitive set? We don't have competitors." Seriously? Your competitors number one is your customers deciding to do nothing. The other one is doing it the way they've been doing it to that point. Maybe they're using a spreadsheet and hack scripts together to solve the problem. You've got a more efficient way to do it, and they could do that, or you actually do have competitors, right? I mean, my question when I ask potential customers if you couldn't use our product, who would you use, that answer to that question is the list of competition. So not actually answering that question in the sales process and say, "Look, here's who we are, here's what we do, "and here are the other companies in this space, "but we do these things better, "and that's why we can serve you better." And I think that is the second question you absolutely need to answer in your SaaS sales process. The third one is why now. Why is investing in your product, your SaaS company, your technology a now decision versus your customer, your prospect going and investing in another area of their business? That is a legit question, so if you don't have some kind of discount, time-based incentive program some reason for your potential customer to take action today, then your sale process is not gonna be efficient, and that's what I learned the hard way is hiring a bunch of salespeople, putting them in touch with customers, and then coming back shorthanded and saying, you know, "I don't know what I need to tell them "to get them to take action," but the truth is is you answer those three questions. First one, why should I do anything today. The second one is why your solution versus a competitor, and the third one, why now versus investing in another area of my business. You answer those three questions, you are gonna dominate it and grow your business, your SaaS product, your startup. Super excited to have you. If you are not subscribed to my newsletter, click right there, subscribe to the newsletter, and get weekly videos and free training, exclusive offers as well as share this video with anybody in your world that you care about that's in the startup world. I'd love to have them part of the community. As per usual, I wanna challenge you to live a bigger life and a bigger business. I'll see you next Monday.