As a continuation of Evan’s invaluable advice and tips on sales in the context of a start-up, he talked more extensively about action steps we can take as entrepreneurs in order to create the world as it ought to be. He first described how the “why” is not nearly as important as the “how”. Although you must believe in what you are doing and promoting day in and day out, it is even more important to understand HOW you are making an impact both on a board scale as well as logistically in the details. He also shared that it is imperative to know your customer as well or better than they know themselves. This sometime can be difficult going into a sales call or meeting, but when you enter into it with relevant knowledge about who you are speaking to it is much easier and more natural to guide the conversation in a direction that could lead to the closing of a deal. Combining these first two points, Evan emphasized then the smart decision to write out a business plan for your customer that takes their principals then builds out a decision making tree for them. This helps identify actual business objectives as well as what they are looking for in life. These both play a big role in how you, as a seller come alongside them to sell them a product or service that is mutually beneficial. Evan shared that if, as an entrepreneur, you feel stuck it is a god idea to build the business plan and work on it to completion so that you have a solid foundation to work from for future projects.
As we strive to create the world as it ought to be as entrepreneurs, it is helpful to take these action steps that Evan has imparted to us and turn them into behaviors in the workplace that propel you into a mindset of balancing the logistics and purpose behind what you do.
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