How to effectively sell your product?

Take-aways from a talk in the Trust Center 7/14/16

Sales – art or practice?

  • Sales skills can be learned!
  • Sales skills are some kind of an art but there is practice, discipline and strategic thinking behind it. Everything you design needs to be thought through. For example:
    • Should you use channel sales vs direct?
    • Should you consolidate or keep your sales forces separate when acquiring another company/ being acquired?
    • How many of sales reps should you hire?
    • What is the compensation structure?
    • How do you provide feedback, manage productivity?
  • Strategic sales decisions will affect your product, your relationships with the customers, with your investors and many more…


Sales fundamentals

  1.       Attitude, enthusiasm & goals
  • Sales are all based on personal relationships - are you accessible? Are you listening? Do you ask questions to learn about your customers? Do they feel like you care?
  1.       Product knowledge - you really need to know your product in order to sell it well.
  2.       Selling tactics & strategies - can be learned and practiced.


Always ask yourself: what is the benefit for my customer?

  • Decisions are made by humans, so you should learn - what motivates your target customers? Who helps/ influences their decision? What makes them feel good?
  • Be an active listener and ask questions! the more you ask, the more your customer feels they’re in control and the more information you get.
  • In complex sales, or B2B, there is a lot of permeation work required. Take the time to learn about the organization structure, the decision making units
Was this article helpful?
0 out of 0 found this helpful

      This website and all posts and content are intended for educational purposes only and for no other purposes. This website does not and is not intended to provide legal, financial or tax related advice. Although we take great care to make sure that all of our information is accurate and useful for it intended educational purposes, if you have a specific issue for which you need actionable advice, please come to the Martin Trust Center in person to speak to one of our Entrepreneurs in Residence (EIR) or consult a licensed attorney or other professional. Despite the backgrounds and qualifications of our staff, mentors, lecturers, authors, EIRs and speakers no attorney-client, advisor, or other confidential/privileged relationship exists or will be formed between you and the Martin Trust Center or the Massachusetts Institute of Technology. Under no circumstances should any content be relied upon in making any decisions that could have any financial or legal impact(s).
Have more questions? Submit a request


Powered by Zendesk