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Startup Selling: How to sell if you really, really have to and don't know how Paperback – April 28, 2012
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About the Author
More About the Author
I'm also a teacher and university lecturer, leading courses in Pricing Strategy, Economics, Finance, Entrepreneurship, and Strategic Management at several universities, and I'm proud to say that I've been awarded several teaching awards along the way.
As the Founder of SalesQualia, everything i do focuses on improving sales performance so you can sell more stuff.
When I'm not selling or writing about selling, I keep a personal blog and work on various forms of fiction - short stories, novels, and life observations. To keep myself mentally balanced, I love the challenge of endurance events such a long-distance running and triathlons.
Many thanks for reading this far, and I hope you'll give my books a try!
Top Customer Reviews
The common thread through the book is establishing a relationship with the potential customer. Asking questions. Engaging them in a conversation. Making the interaction personal by using a phone rather than less personal electronic means of communication. Writing hand written follow-up notes. The goal is to make yourself memorable by doing something that others do not do.
One idea was especially interesting to me because I often do the opposite. The author suggests delaying giving demos until you are totally sure you understand your customer needs. This allows you to tailor the demo and what you stress during the demo to match the customers needs. Your chances of success are much higher than if you give the demo early in the process when you might miss mentioning some specific feature that might make the sale.
The author stresses that we need to avoid cold calls, instead he teachers us to make new customer calls. What is the different between the two? Research. Before calling a new client he teaches his audience to research the potential client using the company web site, LinkedIn, and so forth. When you call the new customer they need to recognize that they are not a random cold call, that they have been selected specifically because of their background. To improve your skills, Scott recommends recording your calls, and listening to judge your delivery, enthusiasm, the number of "ums", talking over the client, and other mistakes he lists.Read more ›
The other thing about Startup Selling is that it feels very fresh. The world of sales is changing and while many of the principles related to successful sales are timeless, there are other things that need updating based on how people sell today vs a decade or two ago. Scott's book felt very up-to-date and because of that, highly relevant to a lot of the questions we have and challenges we face.
Lastly, this is an easy read. It should be required reading for all salespeople and in fact, the entire team at Entelo ended up reading it. I've been following Scott for a while and have enjoyed his answers on Quora to sales-related questions. I'm looking forward to reading more of his writing in the future.
I was totally enthused by this guide. I should point out that I have absolutely no relationship with the author except that he contacted me to ask if I was willing to read and review his book. I mention this only because I suspect this review is going to read a little like a sales pitch in itself! However, I thought it was invaluable advice whether you are just starting out on your selling career and are clueless, or even if you are an experienced sales person. If the latter, you will probably be doing a lot of what Scott suggests instinctively, but I will still be surprised if you do not gain something by seeing what makes a successful sales process so clearly laid out.
Although this is a relatively short book it covers a lot of ground in a fair bit of detail. It deals with all aspects of interaction with potential clients. Telephone contact, email and face to face meetings are all considered. Equally important to courting your live prospect is the advice on how not to waste your time on `vampires' and draining scenarios where there is little real chance of a successful sale but where your resources will be diverted from the real task in hand.Read more ›
So much of what makes this book work can be in Scott Sambucci's choices of titles of his chapters: they deserve quoting. `Handling Inbound Calls & Leads (find out why the prospect is inquiring about your product and services etc), Pick up the phone (use the telephone as the default mode of communication), Find Your Voice (speak human), The Sales Process: Prospecting & New Calls (a lead is only a person of interest. A prospect is a qualified individual for whom your product or service is a clear match), Prospecting At Conferences, More Sales Process (A prospect's decision criteria is a formative process. It will always take more than a single phone call to determine), Build With Value (add value, add value...), Vampires and Gatekeepers (There is generally an inverse correlation between the amount of work the client expects you to do before the sale and the likelihood of the sale actually occurring), Revenue Matters (Using a product and buying a product are very, very, very different), Negotiation and Contracts (Always tell the truth so you never have to remember what you said). Be Nice & Eat Your Broccoli (Be nice. Always, always, always be nice), and Love the Grind.Read more ›
Most Recent Customer Reviews
I was given a paperback copy of this book in exchange for my honest review. It's taken me awhile to get through it because of all the details that Scott Sambucci has shared on how... Read morePublished 24 months ago by Andrea Polk
I just finished reading this book and can say that it is filled with practical and USABLE advice.
It's targeted at large enterprise service sales (like services costing... Read more
If you were to ask ten people to describe a salesperson they knew, chances are you would get descriptions of ten very different people. Read morePublished on September 13, 2013 by John Chancellor
I should start by saying that I've never considered myself a salesman. The truth is I hate selling anything! Read morePublished on September 11, 2013 by Arthur Bradley
"Startup Selling: How to sell if you really, really have to and don't know how" by Scott J Sambucci is a book about selling techniques along the lines of "How I raised myself from... Read morePublished on August 27, 2013 by Oleg Medvedkov
As a non sales person working with an early stage startup company, I need to be involved with sales along with the rest of our team. Read morePublished on December 7, 2012 by Mark Graban