Selling a $1 million software contract to an organization is a completely different ball game to selling a $120 annual subscription to one person. Known as enterprise software sales, or complex sales, the selling cycle can last months. It involves building relationships with prospects and tailoring a solution that addresses their specific problems and needs. These three sales strategies can help you and your team close bigger deals. 1.Spin selling SPIN selling is about building relationships with prospects, then presenting your solution to match their problem. Reps should ask situational “SPIN” questions to guide their prospects through the sales funnel rather than following a rigid script. - Situation. Asking about a prospect’s processes, tools, objectives and responsibilities.
- Problem. Asking about the prospect’s challenges.
- Implication. Asking about the problems uncovered in the previous step to help understand how they negatively affect their company.
- Need. Asking about potential solutions your prospect has already come across and introducing your own.
2. Challenger selling The Challenger sales model focuses on taking control of a sales experience based on a prospect’s individual problems. It forces prospects to contemplate a new perspective and opens the door to encouraging them to consider an alternative way forward. 3. Consultative selling Consultative selling is when sales reps put the customer relationship above their desire to promote or sell a product. Poor relationships with customers are one of the biggest reasons for churn, so taking the time to focus on your customer, their needs and their biggest pain points will help you build trust and win repeat business. Click here to learn how enterprise software changes the way we sell (and how to do it effectively). | 
