You’ve got to respect an article that starts off like this:
I’m not a sales person – and I don’t play one on TV. So, in case you’re wondering what qualifies a technology guy like me to offer advice on sales, my only response is this: The fact that I’m not a sales person is precisely why you might benefit from some of these tips, given that chances are, you’re not a sales person either.
Dharmesh Shah goes on to say that you don’t have to take his word for it. He’s sold over $20 Million worth of software for his startups, which include the likes of HubSpot and Pyramid Digital Solutions.
The tips are well considered, and include gems like:
- You Don’t Need Sales People, You Need Sales.
- Reveal Your Geekiness
- Seek First To Understand, Then To Be Understood (nods to Covey)
- Pretend Like You Don’t Already Have A Product
- Treat The Demo As Evidence Of A “Head Start”
- Try To Get The Customer To Sell You
- Improve The Product Immediately
For every one of these points, there is a fascinating discussion of how to make it work for you. You don’t have to be a salesperson. In fact, you shouldn’t be. The article works best by following Shah’s #1 concept: You don’t need salespeople, You need sales.