Sales Workshop VGGP

(en) Algunas ideas y conceptos de los ex-profesores del MIT Entrepreneurship Center en el seminario de ventas del programa @valencianglobal

• Sales is a Science, not an art
• Tune your radio station to: W.I.F.M. : What's In it For Me?)
• Technology open doors, Benefit close sales (Value Proposition)
• Technology is a platform to sustain a competitive advantage
• Customer focus
• Build trust, active listening and "mirroring" for feedback
• Selling effort must be focused on the persons with pain and/or the persons with money
• You can be their hero if you relief their pain
• Look for the client's "business drivers"
• Aspirin for your customer
• Customer intimacy
• "Jury" is all (know it, change it if wrong…)
• Research about your target/Identify Decision Maker/Stalk to DM/Pitch/Get Evaluation
• Four-eyes meeting (Desired Outcomes Of The Meeting)
• You only get one chance to make a good first impression 
• Luck is where Preparation Meets Opportunity
• Hope is not an strategy
• Total global domination of the chosen market niche
• Challenger or defender? Challenger assets: flex/passion/attitudes/self-aware/honest/commitment
• The Pig & Chicken … (A Commitment story)
• Team, team, team
• Hire "A" people
• Ambitious without Ego

and

• Engineers: Sales people are not a lower life form 
• Don't have a heart … except for the rest of the company
• Maniac workaholic (odio ésta)
• N.F.W.  = No Way!  ;-)