The Physics of Startups
How to stop feeling nervous on sales calls
with Rob Snyder, 24 min
Published
More info
- Guest
- Rob Snyder
- Published
- Length
- 24 min
- Views when added
- 402
- Channel subscribers
- 1,030
- Rob Snyder coaches founders on go-to-market. Here he talks with a co-host who runs his own business.
- Most founders think sales means convincing people, so a lost deal feels like their fault.
- Rob thinks people buy only when they're stuck on something they're trying to do.
- He calls it pull, something inside them before they talk to you, which you can't put there.
- So in his view the job on a call is to look and listen without wanting a sale.
What they say
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Asking how to feel confident in sales points to a wrong idea of sales.
Most founders think they cause the sale by convincing the buyer.
People buy when they're stuck, and you can't make someone stuck.
On the call, look for pull without wanting to find it.
Rob doesn't care how any single call ends.
If you're always stressed before calls, check what you believe about sales.
If you only watch 6 min
For founders who dread sales calls or feel stressed during them.
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