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The one piece of advice I was given years ago: There is no such thing as "sales", and you aren't a "salesman". You provide a solution to a problem. Listen, und

The one piece of advice I was given years ago: There is no such thing as "sales", and you aren't a "salesman". You provide a solution to a problem. Listen, understand, and then offer a solution. I forgot who told me that but it's fantastic advice. As far as understanding people, the de facto book to read is "How to Win Friends and Influence People" by Dale Carnegie. I'd highly recommend that.

roel_v 11y ago
While that's true at the most abstract level, that doesn't mean that there isn't a whole lot one can learn beyond that, for example on recognizing customer archetypes, how to talk to each archetype to gain pathos with them, how to approach new clients, how to handle objections, how (and when) to close, ... So I would definitely say that there is something like sales, and yes it revolves around 'providing solutions', but that doesn't mean that anyone who can provide solutions to problems can bring in revenue. Carnegie is a useful book for life in general, don't get me wrong - it's just that it's only the 'foundation' of sales and there is a big distance between that foundation and the actual practice of doing sales. Much like algebra is a 'foundation' of programming, yet nobody gets hired to program based on their ability to multiple two numbers.
ohitsdom 11y ago
> You provide a solution to a problem. Listen, understand, and then offer a solution. This becomes clear in the classic "sell me this pen" exercise. First find out about the client, what they do, how they would use the pen. Once you know where their focus is, discussing your solution becomes easy and natural.
- ITGleek 11y ago
  Best ... line ... ever
PaulHoule 11y ago
I think advocating Dale Carnegie is a sign that "the lights are on but nobody is home". There is a lot of stuff in Carnegie that makes sense, but I have seen people advocate Dale Carnegie and get "upvoted" (or the equivalent) but I think the people who would benefit from Dale Carnegie aren't in a position to really benefit from it.
- Nilef 11y ago
  Can you elaborate?

roel_v 11y ago

While that's true at the most abstract level, that doesn't mean that there isn't a whole lot one can learn beyond that, for example on recognizing customer archetypes, how to talk to each archetype to gain pathos with them, how to approach new clients, how to handle objections, how (and when) to close, ... So I would definitely say that there is something like sales, and yes it revolves around 'providing solutions', but that doesn't mean that anyone who can provide solutions to problems can bring in revenue. Carnegie is a useful book for life in general, don't get me wrong - it's just that it's only the 'foundation' of sales and there is a big distance between that foundation and the actual practice of doing sales. Much like algebra is a 'foundation' of programming, yet nobody gets hired to program based on their ability to multiple two numbers.

ohitsdom 11y ago

> You provide a solution to a problem. Listen, understand, and then offer a solution. This becomes clear in the classic "sell me this pen" exercise. First find out about the client, what they do, how they would use the pen. Once you know where their focus is, discussing your solution becomes easy and natural.

ITGleek 11y ago
Best ... line ... ever

PaulHoule 11y ago

I think advocating Dale Carnegie is a sign that "the lights are on but nobody is home". There is a lot of stuff in Carnegie that makes sense, but I have seen people advocate Dale Carnegie and get "upvoted" (or the equivalent) but I think the people who would benefit from Dale Carnegie aren't in a position to really benefit from it.

Nilef 11y ago
Can you elaborate?