What are the methods to sell a Software online?

I work in a company that creates Lead Management Software for car dealers. The dealers (in India) are not inclined to use any software due to many reasons (Software illiteracy, distrust, reluctance to change). How can I sell this software to them?

• The software is free of cost for initial 30 day trial period. It allows dealer to manage his stock; captures contact details of interested customers; helps dealer followup with the leads; Provides reports on Stock, Sales & Performance

• Answer:

  It seems you're faced with two problems, your proposition and your customers expertise. Customer Expertise One thing I've observed in India is that a lot of businesses treat sales as either something out of their control or an art form. It is rarely seen as something that needs to be turned in to a process and can, within limits, have predictable results. A lead management software requires them to have a sales process in place, it requires them to acquire new skills & habits, and forces them to face their actual performance. The last reason is probably the source of greatest resistance. Your Proposition It is likely your proposition does not fit the mental model of those you are pitching to. Your product is probably not the problem but it is how you present its value that is not resonating with your customers. You may have to change your revenue model to fit their mental model. A 30 day free trial may not be useful to convince of the value of your product when it may take longer than that to start to see the benefits. Is the car sales cycles measured in days, weeks or months? You may have to teach your customers not just how to use your software but also how to actually run a sales process. Finally, you may just be pitching to the wrong person, you may have to move up or down the food chain. One thing you should try, is to go to dealer and ask them questions about what they see as the biggest challenges to more sales. If your software and the necessary processes can address some or all of these issues, you will find that they are more open to buying your product.