Sales Shortcut #1
Welcome to the Sales Shortcut. Your weekly chance to get measurably better at sales in 5 minutes or less.
Each issue contains...
- The most thought-provoking sales quote I've read this week
- One short, actionable sales tip from me
- One question to help you turn that sales tip into game-changing sales results
💡 Sales Quote of the Week:
Jason Warner, CTO @ GitHub, on what the acquisition of Slack by Salesforce teaches technical founders about the importance of sales...
Bad products very often win because of great distribution. Salesforce is a great example of this. Microsoft too generally has avg products & great sales. While I am not a huge fan of either Salesforce (the product) or Slack, the combo w SFDC sales will make SFDC the stock go 📈
💡 Sales Tip from Me:
As a founder doing B2B sales, you need to remember that companies don't buy your software... people do!
You can build a product that's 10x cheaper, more effective, and easier than whatever your prospect is currently using.
But — if just one single employee thinks that buying your product is bad for them personally — you'll likely still lose the deal.
So next time you're in a sales call, remember:
You need to sell the key decision makers — the real humans with hopes, dreams and fears — on why your product is good for them. Not (just) the company.
Or you'll keep missing out on sales that should be a slam dunk. Like this poor guy from The Office.
💡 Question for You:
When you're trying to sell your product (or service) to a company, which employees will be affected? And in what way?
Hint: Put yourself in their shoes and ask yourself the following four questions...
- What professional dreams does that employee want to make come true?
- What professional fears do they want to avoid happening at all costs?
- What are the potential consequences (positive and negative) for that employee if they don't buy your product?
- And what are the potential consequences (positive and negative) if they do buy your product?
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