This sounds like the most obvious thing in the world, but you’d be surprised how many sales people don’t really know what it is they are selling. Mobile applications are not the easiest product for some customers to get their heads around, so you have to be able to explain your product in the simplest language. If you start off with buzzwords like “Social Media and geolocation” you’ll begin to see your client’s eyes start glazing back. The only way you’ll be able to avoid this is by knowing every detail about your app. Have the sales people do a mock Q&A with the lead developer to prepare for all the possible questions that a client could ask about your app.
2. Love your product:
This idea is taken from the Gary Vaynerchuck “school of “Crush It”. Selling shouldn’t really feel like selling if you are doing it right. It’s not enough to just study up on your application and sound like an expert. If you are not passionate about your product, customers will see right through you. Before your start selling something, love what you are selling. How can you expect your customer to love your application, if you don’t truly love it yourself?
3. Be Sociable:
It’s important that if you are selling something, you need to be able to have a conversation with anyone, and leave a lasting impression. Don’t make your meeting with a customer all about you, and your product. It’s the old David Meerman Scott line: “Nobody cares about your product…except you.” Make sure to talk to the customer about their business, and what their needs are. A good rule to follow is Chris Brogan’s 30-60-90 rule from his book Trust Agents: “For the first 30 seconds, they’re listening to you; after 60 seconds, they may be distracted; after 90 seconds, it’s really time to let them talk, too.”
4. “Look for Problems not Opportunities”:
This tip is actually a quote from Michael Troiano’s blog “Scalable Intimacy.” The idea here is to find out how your application is going to help someone’s business. What are the industry pain points, and how does your product provide a solution for them? Using this tactic you will also be able to uncover blind spots surrounding your client’s business they might not have been aware of.
5. Know you competitors:
If you walk into a sales meeting, be prepared to answer the question: “Well how is your application better or different than Company B’s application?” First of all, how can you even begin to know how to answer that question if you have no clue who Company B is? In the world of mobile applications there is a plethora of competition, so it would be unreasonable to try and memorize them all. However, you should familiarize yourself with at least the 5 most recognizable brands in your space, and be ready to differentiate yourself from them.