Sales realisation

Random realisations I've had while figuring out how to sell. 👇

Sales is more about being able to find the right folks to sell to than actual selling skills.

In fact, the more salesy you get on a call, the more likely you are to miss the sale.

This doesn't mean you don't practice pitches or don't maintain a script — it means you cut down the time it takes to unlock value as much as you can.

You should also be upfront when you realise the person you're pitching to will likely not make any use of your product.

Figuring this out takes time — and means charting out all potential second and third level use cases, not just the primary one.

For some, the use case you never thought of could end up being the reason they purchased your product.

And in cases where you're unsure if there's a 100% fit, you'd want to offer a generous free trial and get your product in the hands of the user as soon as possible.

Every time someone uses your product, it opens up opportunities for ideas you never had, problems you never saw, and hopefully, feedback straight from someone who could become a long-term customer.