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Asking for the business is the best way to accelerate SaaS sales

Written by Jessy Leone
Ask for business to close the deal - sales tips from Saad Khan - SALES RUSH
Saad Khan - Business Development Manager at Dooly - B2B SaaS platform

Sales tip #1: Ask for the business to shorten SaaS sales cycle

As any experienced rep in SaaS sales knows, the key to closing a deal is to ask for the business. Too often, salespeople think that if they build a good rapport with a client and they both like each other, the business will come automatically. However, this is rarely the case. In the world of B2B sales, nothing is certain until the deal is signed. In most situations, the customer is not going to come to you – it’s up to you to go to them and ask for their business.

Lidia Vijga: “What prevents SaaS sales from moving forward?”

Saad Khan: “People don’t ask for the business. They think the customer is going to come to them. If you like something, and they like you, just ask. You don’t get if you don’t ask.”

The best salespeople know that it’s always better to ask directly for the sale, rather than assuming that the customer will come to them. By taking this simple step, they increase their chances of closing more deals and achieving their sales goals. This can be a difficult task, but it’s essential if you want to close the deal.

So next time you find yourself in a situation where you think the customer likes you and you could potentially close the sale, don’t be afraid to just ask for their business. Chances are, the customer is not going to come to you. You have to go to them. You have to ask for the sale!

Asking for a sale can be difficult, but it’s important to remember that the worst thing that can happen is that they say no. And even if they say no, you can still build a relationship with them. So don’t be afraid to ask for a sale. It’s the only way to get it and shorten the SaaS sales cycle.

Sales tip #2: Always be selling

Lidia Vijga: “The best sales advice you’ve ever received?”

Saad Khan: “Always be closing. Always be selling.”

As a salesperson, you should always be selling. This may seem like an obvious statement, but it’s important to remember that every interaction is an opportunity to sell. Whether you’re meeting with a potential client or catching up with a current customer, always be thinking about how you can sell your product or service. This doesn’t mean that you should be pushy or aggressive, but it does mean that you should always be looking for opportunities to sell. Even if you’re not actively working on a deal, you should always be thinking about ways to add value for your potential customers or existing clients. This could involve staying up to date on industry trends, developing new product ideas, or simply providing helpful advice.

In fact, most successful sales reps know how to strike a balance between selling and building relationships. This will ensure that you’re always top of mind for your potential customers. And when the time comes to make a purchase, they’ll be more likely to turn to you first.

Don't take the foot off the gas after hitting your SaaS sales goal or quota

It may sound obvious, but far too many salespeople make the mistake of taking their foot off the gas once they’ve secured a deal. The truth is, every interaction is an opportunity to sell, and even your existing customers are potential targets for upselling and cross-selling. Meaning your SaaS sales funnel doesn’t end when you close a deal. This means being able to articulate the value of your product or service and why it’s the best solution for the customer’s needs. It also means having a strong understanding of the competition and being able to refute any objections that the customer may have.

Of course, it’s important to strike a balance and avoid coming across as pushy or overbearing. But as long as you’re respectful and attentive, there’s always an opportunity to sell. The next time you’re talking to a customer or client, ask yourself how you can turn the conversation into a sale. You might be surprised at how often the answer is right in front of you!

Sales tip #3: Take it offline

Lidia Vijga: “Selling in person or virtual?”

Saad Khan: “In person.”

Lidia Vijga: “Are you closing deals at the office or the bar?”

Saad Khan: “At the bar! At the golf course!”

In-person selling is still the most effective way to do business, especially when it comes to B2B sales. By building a rapport in person, salespeople can move customers through the SaaS sales funnel faster and are more likely to close the deal quicker. And even if they don’t, they’ve at least laid the groundwork for a future relationship.

In-person selling is an effective way to build relationships and close deals, but it can also be time-consuming and expensive. Because of this, many businesses are turning to online methods of selling, using video conferencing and asynchronous video presentations.

However, there are still some situations where in-person selling is the best option. For example, when selling high-priced items or complex products, meeting face-to-face can help build trust and ensure that the customer understands the product. In-person selling can also be helpful when trying to establish a new business relationship. In these cases, meeting in person can help create a personal connection that can make it more likely for the deal to be closed.

Video is a great alternative to in-person meetings

Of course, in-person selling requires more time and effort than other methods, and it may not be possible to meet with every potential client. In which case, using video conferencing or asynchronous video presentation is a great alternative. But for businesses that are willing to invest the resources, in-person selling can be a powerful tool for boosting sales and shortening the SaaS sales cycle.

If you want give asynchronous video presentations a try and don’t know where to start, read our comprehensive guide on how to create a presentation video.

It is important to remember that not every deal will be closed at a golf course or bar. However, these venues can be a great way to build rapport with potential clients and increase the chances of success. So, if you’re looking for an edge in the B2B sales world, consider taking your business to the golf course or the bar. You might just be surprised at how successful you can be.

SALES RUSH - Duane Dufault

Watch our previous SALES RUSH episode with Duane Dufault.

Duane Dufault is a B2B SaaS Sales Leader.

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