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let me tell you about a great way not to sell software just to clarify I am NOT a sales coach I am not a salesperson I'm not a consultant in sales I have no motivation to convert you by sharing this information all I'm trying to do is to help you know that if you're gonna sell to someone there are some important things you should and should not do so if it's a local SAS company here not gonna say - they are great company sales grab reset reaches out to me and he says like hey you were in contact with us about a year and a half ago we've been in choir since then and that we have new pricing and some new stuff like to talk to you about it maybe there's a opportunity for you there I think sure yeah why not so I look at the calendar invite and there's three people on it so me and then this guy and then two other guys from his company so we get on the call they asked me about my company and about the research that we're doing and so I explained everything you know and I'm showing them my screen and I'm sharing like this is the kind of research that we're doing here are the struggles that we're having with the current tools that we're using and but I've kind of looked into it already and I don't really see an opportunity here because it's just not worth it to me to have changed these minor minor issues that we're having it's not worth it to me to upgrade to a spark like yours because there's no value there what kind of dancing around like what should we do in our next steps for this sales conversation moving forward as far as I'm concerned like hey I'm just giving you some time once to kind of see if there's an opportunity there but they're kind of doing this presumptive clothes thing we're like hey we're gonna have multiple conversations so I'm already kind of like I'm not planning on having multiple conversations with you guys and so they're kind of trying to get to like wool wins the next conversation gonna be what are our next steps and like you guys haven't solved a problem yet so first of all if you're gonna sell software to someone you need to solve a clear problem there needs to be a clear value proposition a clear opportunity for the customer and you really need to take the time as a person to understand the other person's pain and how whatever it is that your cell is gonna solve their pain and you will know when you have struck gold there because you will feel like you connected with that person you understood their problem and you have had that aha yes our tool solves your pain we're about twenty minutes into this call thirty minute call right twenty minutes in and this other guy one of the other guys on the call jumps in and he says hey Dale this is so-and-so I'm the research person here and um maybe you said this earlier in the call but I'm not quite sure what kind of research do you do I'm like no I'm not gonna repeat everything that I've just said during the first 20 minutes of this call like if you're gonna take someone's time you're gonna schedule them on their calendar so they can meet with you you're gonna take them away from their business and from whatever else it is that they're doing pay attention to what they are saying on the call be present on the call do not show up late because someone else has got it for you do not ask the customer to repeat information they've already given it's so frustrating when people take up your time and they don't make good use of that time so two nuggets if you're gonna sell software as-a-service one you need to have a clear value offering for that person that customer you need to be able to solve their pain in some way you need to get to clarity around how your solution solves their problem to make good use of their time show them that you respect their time and then if you're gonna take up their time that you're gonna listen to them and that you're gonna be fully present in the conversation they're just little things but they're important things so keep those in mind alright go get them