Hacker News new | comments | show | ask | jobs | submit login

For complex sales, one thing I've found that really helps is to create a worksheet and use it during the sales call. It asks things like:

Who is involved in the decision? What are their primary pain points? What are some reasons they may not buy? (Paradoxically, asking for objections instead of waiting for them to pop up makes you seem more trustworthy)


Guidelines | FAQ | Support | API | Security | Lists | Bookmarklet | DMCA | Apply to YC | Contact