1/ My fav "how to sell" book is "Never Split the Difference" by @VossNegotiation
One particular technique in it has come in super useful as an entrepreneur. It basically talks about never accepting the first "No" you get and ask 4 times in different ways
amazon.com/Never-Split-Di…
One particular technique in it has come in super useful as an entrepreneur. It basically talks about never accepting the first "No" you get and ask 4 times in different ways
amazon.com/Never-Split-Di…
2/ As an entrepreneur you hear "No" a lot. From sales, investors, potential recruits. You have to come up with good mental models on how to handle it.
This technique is helpful because it helps you think of "No" as a point of learning and gives you concrete steps to take.
This technique is helpful because it helps you think of "No" as a point of learning and gives you concrete steps to take.
3/ The way I utilize it is to try to understand why we are hitting a particular roadblock and how to get across it. An example interaction:
potential client: sorry we aren't interested
me: why not?
potential client: we are busy
me: Its really easy, we could set it up for you
potential client: sorry we aren't interested
me: why not?
potential client: we are busy
me: Its really easy, we could set it up for you
4/
potential client: I checked, we are still not interested.
me: any particular feature that would help get you across the line?
...
And you can do this not just with clients, but with partners, lawyers, basically anyone that says "No". At each step you learn something new.
potential client: I checked, we are still not interested.
me: any particular feature that would help get you across the line?
...
And you can do this not just with clients, but with partners, lawyers, basically anyone that says "No". At each step you learn something new.
5/ I have been doing this for 3 years and I still find it uncomfortable to come back after each no.
Even when it doesn't convert a No to Yes (most of the time it doesn't), you come away from the encounter knowing a lot more and it improves your pitch for the next time.
Even when it doesn't convert a No to Yes (most of the time it doesn't), you come away from the encounter knowing a lot more and it improves your pitch for the next time.
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