Sam Alterman's advice is bad, people want to buy not to be sold, you will never convince them otherwise. If you want to be good at sales you need to turn the q

Sam Alterman's advice is bad, people want to buy not to be sold, you will never convince them otherwise. If you want to be good at sales you need to turn the question on its head. It's not how to sell but how do people buy? There is a pain point that creates a want. Research is done into how to satisfy this want. Evaluate the possible solutions. Purchase. Now you know what your customers will do regardless of you, you just funnel them to you at every step of their buying process. The earlier in the process the more work is required to get to conversion but the easier it is to build reputation with them. Targeting before the pain point is a waste of time no one will spend money on a backup system until their system fails and they realise they needed it all along. The information gathering point is the easiest place to target, the customer knows little and will look industry experts like you, to inform them what they should believe. Don't sell to them, give them all the detailed unbiased information they need to get to the evaluation stage. The more information they get from you the more they will favour you at the evaluation stage as all they know is what you taught them. If you can control what some one hears and sees it stands to reason that you can control what they think and say. At the evaluation stage, if you are not in their short list at this point you missed your chance. They will have already decided who to go with and are looking for reasons remove the rest from the list. If all their reasoning comes from your advice and you follow your own advice you have won. At this point they are already convinced they just need some reassurance from you to take the leap to purchase. Purchase This is called the close, its easy Smile, Nod ask a few questions they will answer yes to, then ask them "Are you happy with that?" they will respond with a smile nod and say yes and think to them selves, you know what I am happy, let's do it. If they answer no ask them specifically why not, whats holding them back? Satisfy this concern.