in Sales, Scaling, Startups

Sales – it’s about Getting to No

Trying to sell something?

Well the answer’s no. Get used to it.

Stop looking for ‘yes’. It’s never yes. It’s always no.  If it  was yes then they’d already be your customer.

Your goal should be discover why it is no. Once you know why, you can work to overcome the objection. Maybe it’s price (it’s never price), credibility, risk, timing, authority, budget. You are dead in the water if you don’t know why.

If you go in looking for yes, then the best case is you find out that it’s not a ‘yes’. The worst case is you don’t even get that and the prospect stays in your pipeline like a ship becalmed. Your job is to force the issue, to question, to probe and to discover why they won’t do business with you NOW

Parking One Side of a Marketplace

Building a marketplace is hard. It’s difficult because you’ve got two different customers: buyers and sellers who are typically two different people (exceptions include classified ads and dating apps).  Two different customers implies: Two different value propositions Two different routes to market Two different products Two different support structures Two different EVERYTHING! Marketplaces are two […]