Comment by acconrad | Hacker News Reader

Comment by acconrad | Hacker News Reader

I'm a technical consultant so the business isn't the same but I do have to do a ton of sales and I've done multiple six-figure deals and generated multiple six figures in revenue per year, so I am able to sell to some regard.

I'd recommend just reading a ton of books. There's a formula to sales that is well documented, you just have to adapt the pieces that work with your personality. The ones I'd recommend reading are:

* SPIN Selling

* Never Split the Difference

* Getting to Yes

* To Sell is Human

* Read any free information online about SPIN/NEAT/Sandler

I read all of those cover-to-cover right before I started my consulting business and it made a marked impact on my ability to sell. Like anything, it's a combination of study and practice. Read a book, figure out the nuggets that are important, then practice those tactics. Learn, rinse, repeat.

I came from a similar background so thought I would reply.

The way I learned was by watching those who are good at it, tagging along and assisting where I could, then striking out on my own.

If you have a little extra money for a commission on early sales, I would highly recommend this approach. There is a lot to be said for seeing someone work under the specific set of conditions your product and domain entail.

The biggest piece of general advice I have is to set aside some time before sales meetings to fully get your head out of the technical details of your product. When you're making the product your mind is focused on what the product is and all its faults and inadequacies. Your customers need you focused on what their problems are, and the capacity your product has to solve them.

You may need serious wall clock time, maybe a couple hours, to transition completely. Remember why you made this thing, remember what the world looks like without it, that's where your customers are and you need to understand their point of view.

I agree with your suggestions, and I found "How to Become a Rainmaker" quite helpful as well.

Granted, the title is pretty cheesy. And some of the content is, too. And yet I found it super actionable and straightforward. You can usually find used copies on Amazon for a couple of dollars.

>so I am able to sell to some regard

Not clear to me what that means. Means sell well?

it means they are able to sell but are being humble about it because they are not explicitly a salesperson.

Thanks.

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