Sales Principles I have found so far.
1. Immutable Principles
1.1 Sales = Deep Listening
Actively listen to your prospects to understand their needs and concerns.
Assume the best intentions if they don’t respond immediately. Follow up respectfully but persistently until you get a definitive "no."
1.2 The Power of Persistence
Sales require an inhumane level of willingness to follow through.
Thoughtful and personalized emails are never a waste of time. They build rapport and demonstrate genuine interest.
A 'no' can often be a blessing in disguise, guiding you to refine your approach or product.
1.3 It's Not Over Until It's Over
Keep the dialogue alive until a decision is made. Selling is a journey, not a single event.
2. Closing the Sale
2.1 Early-Stage Sales Philosophy
Focus on validation, commitment, and revenue. Avoid falling into the "free trial trap," which rarely brings meaningful validation or commitment.
2.2 Make It Fun and Energetic
Sales are the most exhilarating phase of a company’s journey. Each conversation is a learning opportunity and fuels momentum.
2.3 Measure Engagement to Predict Outcomes
Tools like Uber Conference can provide insights. For example, receiving feedback on talk time (how much you spoke vs. your prospect) can indicate the likelihood of closing a deal.
2.4 Product-Market Fit
Yesses are your signal of product-market fit. If you’re not getting them, reevaluate your product or pitch.
2.5 Breadth-First Search (BFS) in Sales
Like in computer science, explore a wide range of prospects (big and small) quickly. A small sale is better than none, and speed is critical in early stages.
Don’t obsess over "logos" (prestigious prospects). Momentum matters more.
2.6 Pricing Strategy
Always believe in the price you set. If a customer buys at X, consider raising the price for the next customer to 2X. Iterate quickly to find the sweet spot.
3. Mutable Principles
3.1 AI Hype is Not a Crutch
For now if you can’t sell your product without mentioning "AI," you likely don’t have a sustainable value proposition.
3.2 Selling is Who You Are
Sales aren’t about perfect lines or scripts; they reflect your authenticity, persistence, and adaptability.
4. The Content Connection
4.1 Sales as a Multi-Touch Journey
Selling is more than phone calls—it’s about every interaction prospects have with your brand.
Repurpose your sales pitch into blog posts, landing pages, YouTube videos, podcast discussions, and social media content.
4.2 Pre-Sell and Qualify
Ensure prospects encounter your content before speaking with you. This pre-qualifies them and reinforces your value proposition.
4.3 Reinforce After the Call
Continue sharing valuable content post-call to solidify your position and keep your brand top-of-mind.