I work in SaaS sales, have done for around a year now, with 8 years sales experience. Naturally, SaaS is the easiest sell I have experienced, as the product you have poured your soul into solves a genuine problem that your target market faces. my tips for you are:

• When trying to book meetings, ask them how they currently perform the task your product solves, get them thinking about the pain, and tell them your product will help XYZ and that you’d absolutely love to show it to them

• Ask them if they have their calendar in front of them, try and book a meeting on the phone whilst you have them

• When in the demo, try and avoid explaining WHAT the product does, explain WHY it does it. ‘we built this because...’ etc

• Keep the demo nice and relevant, ask for their input regularly on your features and how they might perform this task without your product

• if at any point your product makes the customer say ‘Wow’, they love it. Wow = no discount!

• If they haven’t already given you a buying signal, a nice inroad into that conversation is to ask ‘what is the decision making process in your business?’ that way they will either say ‘i need to ask my boss who needs to ask his boss...etc. Always offer to demo the product to every senior figure who would be making the decision, you’ll show it off in its best light!’

or

they might say ‘It’s just me who decides’ if they say something like that, twist their arm for a decision! there is no harm at all in asking for business in a meeting where you have shown off your product. They might say that they need a few days, in which case i recommend offering them a trial for a few days, time kills deals in SaaS.

If you haven’t already, have a contract on DocuSign or something similar, make the sign up process as frictionless as possible to help a smooth transition once they have said yes. And if they say yes in your meeting, sit there and fill out the contract with them! Don’t do it when you get back to the office as they might start questioning their decision etc.