SaaS Process
Below you will find the SaaS process that I follow when training and selling. This is meant to represent a generalized process as each sale often times has different complexities.
Rapport
In this initial stage the goal should be to authentically learn more about the business and how they operate. The goal is through great questions and rapport building, trust is established and formed
Upfront Contracts
Each conversation should have mutual agreement on what is going to happen, and what is coming next. Nobody enjoys being left in the dark about what the objective of the meeting is, or what the expectations before the next step are. This keeps the sale moving and aligned towards a common goal further enhancing trust.
Pain Discovery
At this stage is where you need to ask the right questions to understand the pain points of thei current solution in place, or at times lack of a solution in place. Simply put without understanding their current frustrations, it will be hard to ever present a new & improved solution.
Budget Consideration
It's important to understand generally the budget that is in place. If this is going to be an issue, it is better to know that early in the process - establish a mutual understanding if it makes sense to continue the process.
Decision Makers
Ensure that you are aligned on who all is going to be involved in making this decision. Aligning that those decision makers are part of the process upfront to create a collaborative alignment on the pain & need for a new solution or process.
Solve
At this stage is where you present your solution if your technology fit is right. Taking the consultative approach that you want to solve their problem - not sell your features. The features should be highlighted as part of the core solution.
Post-Sale
See the solution all the way to the finish line, ensuring that internal stakeholders are aligned as well as the new customer. This stage should help ensure there are no last minute surprises from all stakeholders.