What sales is about, and what it's not.
November 22, 2022
Sales is about finding the right people. Not convincing the wrong ones.
A realisation I come across repeatedly is that sales in startups or even other businesses is more about finding the right people for your product than spending energy on convincing the wrong people. Yes, the moments come in which you need to be convincing, but if you are trying to convince the wrong people you following a dead end.
So the prime goal of sales conversations should be to quickly find out if the person you are talking to is the right person for the thing you are offering. If they aren’t, move on. If they are, stick with them. Follow up. Be convincing. But don’t waste your time and energy on convincing people who are not the right fit.