Selling Software in a Recession

Steve Martin's Heavy Hitter Selling Is A Good Book - you should check it out.


In this new post, Steve highlights four important rules regarding whether you have a sale or not ...

If you cannot accurately determine who the Bully with Juice is in your deal and none exists, be prepared for no decision to be made. It takes a Bully with the Juice to make a major software purchase happen. This is a reality in today’s economy.

If there is a bully with the juice in your deal and this person will not meet with you, always assume they are aligned with someone else or are against the purchase from being made at all. Therefore, the deal is lost.

If a Bully with the Juice does exist but you aren’t able to identify the person, be prepared to lose. You are in a position of extreme risk because you have no idea which economic decision-maker you must win-over.

You MUST meet with the Bully with the Juice as early as possible during the selection process! This is the only way to know whether or not a deal really exists.

Read the full article to understand the context.

(Brought To You Courtesy Of ... Sandhill.com - thankyou Steve.)