Convincing a prospect that a software solution is the answer to their productivity problems can be challenging indeed. If the proposed software is a new, custom-developed product, the conversation is almost entirely abstract. The inability to visualize the solution prevents the prospect from understanding the concept clearly. One seemingly obvious answer is to develop a prototype to demonstrate the proposed functionality. A prototype can be invaluable whether selling a custom

Remember that sales conversation with a prospect with highly animated and engaged conversation, and then the room fell silent for several awkward minutes. For many eager salespeople, this silence is both deafening and extremely uncomfortable. The natural tendency of a high-pressure sales person is to persuade, cajole and even coerce the prospects to a desired point of view. There’s no haggling or debating with total silence. If you break this silent moment in the sales proces