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what's going on everybody it's patrick day here so in this video i'm gonna be sharing with you my top three tips to be selling tech and software like a pro and you wanna make sure you watch this video into the end because if you're someone thinking about starting a career in tech sales or maybe you're already starting and getting the ball rolling i'm going to give you some of my top tips that i picked up over the years and i'll be sharing it directly with you so if you're ready to get started make sure to give this video a like subscribe turn on notifications and let's go ahead and dive in alright so if you are starting your career in software sales or maybe you're just you know just getting the ball rolling the first tip that i actually have for you is learning how to listen to your customers specifically listening to their pains so in software it's a lot more strategic it's not very transactional it's like you really have to listen to the customer's problem what are they experiencing what pains do they have on a daily basis and how does what you're selling solve those problems and if someone doesn't have a problem well there's no reason for them to buy your product and service you can't really trick someone into buying right they're going to feel like it's a waste of money so instead what you want to do is you want to talk a lot less than you think you should and listen ask the proper questions to understand the pains so let's say you are selling an email software you can't just be like hey you know here's my email software you want to buy it they're obviously going to say no so instead what you want to do is you want to say hey you know you have a lot of people on your email list ten thousand is that right they're gonna say yeah that's about right and you can ask a question like okay well how do you exactly reach out to your customers and you know understand who would be the best buyer to buy your products and services and then the person might be like we have all our emails on excel sheets so we can't even keep track of you know who's doing what and who's even reading our emails you see there instead of just directly telling someone that they have a problem you have to ask the right question to agitate a pain so that they tell you what their problems are only when you understand these problems then you can prescribe a solution which is your product and service so during a sales meeting all you're really doing is asking questions after question after question until you have this long list of problems somebody has the thing about problems is that if they're painful enough people are willing to make those problems go away and so that's why when you present your product or service at a later stage of the sales cycle people are going to pay you very easily and it won't feel like pulling teeth because you got the list of problems that they have and then you're just saying hey i solve them do you want to buy it or not and it's going to be a lot more easier so the next step when it comes to selling technology is that you want to paint a dream scenario for your clients so when you ask all these questions and you get all these pains you're going to have a list of pains and then what you want to do is you want to get your prospect to solve those pains first before you do so what do i mean by that well if somebody says they have a bunch of emails on excel sheet but they have no way to figure out who's even interacting with their emails who's reading it what's the open rate they have just no way to do it you would ask them okay well right now you're doing it very manually on excel sheet what would you want to happen well in a dream scenario what would this look like how can i make your life easier basically they're gonna prescribe themselves a solution and say something like you know it would be so much easier if we could just keep track of everybody that opened our emails basically the customer is painting their own dream scenario for you and if your product and service is actually pretty good you'll find that whatever their dream scenario that they're painting is probably directly matches what you're selling but it's important that you get the prospect to tell you what the solution should be first so then when you present your solution it really feels like a perfect fit in reality you're asking these questions and teasing out the answer from your prospect knowing that whatever is going to come from their mouth is going to align with what you sell in the way you are pulling the strings and getting the prospect to say the things you want them to say so that later on when you present your product and service they're going to be like oh my god this is exactly what i needed and so to get to that point remember you have to get the prospect to paint their dream scenario in their own words it's not enough for you to tell somebody why you're so great they need to tell you what they need before you can tell them what you can do all right so the final step of the process when it comes to selling technology is you want to offer help so a lot of people have the challenge of saying like oh you're going to miss out if you don't buy this today which is very salesy and very snake oily what you want to do is you want to offer help so once you understand the problems you get the prospect to paint their dream scenario all you really have to do is say hey i might be able to help you out you want me to tell you a little bit about what i do and what are they gonna say yes they rarely like 0.0001 chance they're gonna say no that's all you gotta do ask them hey i might be able to help do you mind if i tell you a little bit about what i do so what's happening here is that instead of you forcing a pitch on them you're asking them a question to earn the permission to pitch very important it's a very slight nuanced technique but it's very powerful when somebody asks you for help and you're giving them basically consultative advice they're going to listen to every single word if you just come in the door pitching your product and services people are gonna think when is this guy gonna shut up and so that's why you need the prospect in their own words out of their own mouth ask for your help so now you're in a position of leverage so when you get to this point all you really got to do is go down the checklist of all the pains that the prospect has and say hey the first pain that you had well here's how our software solved that problem the second pain you had was xyz and here's how we're able to solve your problem and it goes on and on and on and until you go through the entire list the process is gonna feel like oh my god this is exactly what i need patrick understood all the problems i had he actually listened to me he didn't try to sell anything to me and then at the end he offered to help what a nice guy by doing that you don't come off as sleazy you don't come off as salesy you're literally just asking what do they want and say hey i can help you you want me to help and that's it that's literally all it is so sales doesn't have to be sleazy or slimy you just got to come from the perspective of helping others now the last thing i want to leave you with is that when you're selling technology and software it's going to be very different from selling like commodity products because software is quite unique where you're solving specific pains and to actually be good at selling software it's all about listening to your customer and strategically understanding why they should buy so it's not like oh let me just knock on every single door trying to sell a vacuum and then if i knock on 100 doors two people will say yes not that kind of numbers game it's more like okay who has a problem that i can solve by finding these people who have problems and you kind of listen to what their problems are but you solve it and that's pretty much it and one very important thing about selling software in a b2b setting is that you can't really trick someone to buy right like if you're going door-to-door selling vacuums if somebody buys it you can walk out the door then they may not be happy and you don't even care about them and you don't even know what their name is but software is quite different you really need to align your incentives with what the customer wants because if they don't like the product they're going to get a refund and then you spend all that time pitching them and doing all these things for nothing selling software is about first qualifying qualifying qualifying to make sure this person is even a fit to buy and then once you know for sure that they need to buy your product and service and it's going to make their life so much easier then you actually go through the selling process of actually pitching and doing all those things it's a little more strategic it's not just like standing doing a presentation and pitching and seeing who buys it's really a game of listening and giving people what they want but if you're able to do this you're going to be very successful in tech sales if you enjoyed this video make sure to give this video a like subscribe and turn on notifications and let me know in the comments what kind of videos you want to see next but that's it my name is patrick and i'll see you guys in the next one