Statistics show that the Software as a Service (SaaS) industry will reach $591.8 billion in 2023, reflecting its growing acceptance as a viable way for both small and large businesses to streamline operations, enhance efficiency and productivity, and drive growth.
However, operating a SaaS business can be challenging. It takes hard work, dedication, strategic planning, and flexibility to adapt. Sales professionals frequently face unique obstacles that could thwart their success in such an intensely competitive marketplace.
From addressing customer objections to navigating the complex sales cycle, the journey to closing deals can be both exhilarating and daunting. Then, there is also the question of how to sell SaaS business assets for profit once you achieve a certain level of success. The key to successfully running, expanding, and then selling your SaaS business is addressing objections.
In this insightful blog post, we delve into the world of SaaS sales challenges and unveil effective strategies to overcome them. Whether you’re a seasoned sales veteran or a newcomer to the field, understanding how to tackle objections head-on and efficiently steer through the sales cycle can make all the difference in achieving your revenue targets.
Join us as we examine practical tips and proven techniques designed to equip SaaS sales teams with confidence, foster stronger client relationships, and ultimately drive business growth. If you want to up your game in selling SaaS products in today’s dynamic marketplace, read on to discover the key ingredients necessary for successful SaaS selling.
SaaS Sales Challenges
The Product Is Too Costly
No one wants to spend their hard-earned cash if it doesn’t seem worth it. It’s tempting to defend your product at any cost, but this can alienate your audience.
Assume the perspective of the customer and show them why your software is worthwhile without dwelling on cost alone. Discuss its long-term advantages while reminding them to view it more as an expense than an investment.
Your product could include software packages that allow companies to analyze their performance, for example, in terms of average speed of answer. This is particularly relevant to call centers. And we know that it is essential for the success of a business. After all, 86% of customers would abandon a sale after a poor customer service experience.
Knowing your ASA speed will help you determine if any measures are needed to reduce it. Long ASAs lead to disgruntled clients and can affect revenue in the end. You can then discuss topics like ROI. You can show prospects the numbers and how much value they will receive. This is a great way to provide leads with concrete proof rather than abstract scenarios.
The Subscription Model
Some people have a phobia about anything that involves a subscription. Perhaps they had a bad experience trying to cancel a cable subscription. Who knows?
No matter the reason, many customers may be unwilling to commit to a monthly payment plan. Don’t shy away from this issue. Provide guarantees or assurances that customers can cancel at any time, and you may have more success signing customers up for monthly services.
Customers should know they can easily cancel their subscriptions and that participation can be as flexible as possible.
Already Using a Competitor’s Product
This may look like an obstacle that might appear unsurmountable at first, but it can be beneficial. It provides an in-depth view of potential prospects; just because someone currently uses one of your competitors’ products doesn’t mean their needs have been fully fulfilled.
Though their experience with their current provider might have been positive overall, something may still be missing to make it exceptional. So, ask relevant questions. Why did they choose that particular provider? Do they feel 100% satisfied? Do they have any concerns?
Take this information and use it to demonstrate why your product is superior, without falling into the temptation of disparaging competitors, as this would only serve to damage your image and make you seem unprofessional.
Google Analytics or alternative tracking solutions provide another method for you to gain insight. This data could serve as an incentive for potential customers who could see just how valuable your software is for their businesses.
Not Able To Buy the Product
This type of objection is likely to come up when you are selling to small businesses. Show them your solution and how it can be integrated into their business. Or how they may benefit from it once their company has grown. You can frame your software like an investment. We have already discussed how helping your leads see the financial advantages of your product can help them change their minds.
You could, for example, explain that certain features of your product will relieve their employees of a great deal of stress. They might even encourage their employees to take time away so they can refocus and return with a higher level of productivity.
Some people are chronic worrywarts and cannot relax unless everything is done right. Your product’s features could ease that stress and allow your prospects to enjoy some well-deserved time off. This will reduce costs resulting from employees quitting because of burnout, low productivity, or unexpected absences.
You can also set up a time in the future when you will contact them to check if their situation has changed.
Your Product Is Not Well-Known
If you happen to be in this situation, it is important to explain who you are. Share reviews from users. Positive reviews encourage people to buy. After you’ve established rapport with them, determine their needs and then base the rest of your conversation on those.
You could, for example, get them excited about your product by telling them how it is integrated with platforms that offer affiliate marketing. You can explain the benefits of this integration and how it could transform their business.
In the dynamic world of SaaS sales, where innovation and competition converge, the ability to overcome objections and navigate the sales cycle with finesse is a hallmark of success.
Embrace these challenges as opportunities to refine your skills, deepen client relationships, and drive meaningful business growth. As the SaaS industry continues to evolve, remember that the journey of overcoming objections and navigating the sales cycle is an ongoing adventure—one that rewards adaptability, creativity, and an unwavering commitment to delivering exceptional value.