Jari Sarasvuo's Sales Session at Startup Sauna
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Jari Sarasvuo's Sales Session at Startup Sauna

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Jari Sarasvuo, a Finnish serial entrepreneur, a founder and a chairman at Trainers' House (http://trainershouse.com), coached Startup Sauna teams 1.11.2012 about sales. ...

Jari Sarasvuo, a Finnish serial entrepreneur, a founder and a chairman at Trainers' House (http://trainershouse.com), coached Startup Sauna teams 1.11.2012 about sales.

Here're my notes from the event with my own slides.

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Jari Sarasvuo's Sales Session at Startup Sauna Jari Sarasvuo's Sales Session at Startup Sauna Presentation Transcript

  • Lessons learned from Jari Sarasvuo’s coaching session at Startup Sauna 1.11.2012 Sales 101
  • Agenda  Sales as human interaction  What has power and sex have to do with selling stuff?  Sales process  From a prospect to a closed deal  Numbers game  Sales is not hard, it’s just math Introduction Nature of Sales Sales Process Numbers game Conclusion
  • There’re only two functions which create value in business: marketing and innovation. All of the rest of the functions are essentially costs. - Peter Drucker View slide
  • All human interaction is sexual by nature. Introduction Nature of Sales Sales Process Numbers game Conclusion Sales is human interaction View slide
  • Introduction Nature of Sales Sales Process Numbers game Conclusion Sex = Power
  • Introduction Nature of Sales Sales Process Numbers game Conclusion Nature of Sales Selling is giving away your power Closing is regaining it
  • Nobody likes to be being sold to Introduction Nature of Sales Sales Process Numbers game Conclusion Everybody loves to byu
  • Agenda  Sales as human interaction  What has power and sex have to do with selling stuff?  Sales process  From a prospect to a closed deal  Numbers game  Sales is not hard, it’s just math Introduction Nature of Sales Sales Process Numbers game Conclusion
  • Sales Process Prospect Qualify Present Handle objections Close
  •  Don’t meet people who have time for you.  Usually too little prospecting  Goodwill game: We buy from people who we 1. Like 2. Trust 3. Know Prospect Introduction Nature of Sales Sales Process Numbers game Conclusion
  •  Don’t waste your or his/her time.  Ask Questions. Get out early!  No is a great answer. Never settle for maybe. Qualify Introduction Nature of Sales Sales Process Numbers game Conclusion
  •  Do your homework.  Ask Questions. Get out early!  No is a great answer. Never settle for maybe. Present Introduction Nature of Sales Sales Process Numbers game Conclusion
  • Remember: Buying is a risk. You give away your power, you’re taking the risk.
  • Sales Process Prospect Qualify Present Handle objections Close
  • Agenda  Sales as human interaction  What has power and sex have to do with selling stuff?  Sales process  From a prospect to a closed deal  Numbers game  Sales is not hard, it’s just math Introduction Nature of Sales Sales Process Numbers game Conclusion
  • Numbers game Introduction Nature of Sales Sales Process Numbers game Conclusion
  • Mastering the numbers game  Draft pipeline, schedule it, stick to it  Meet five people per day. Always. 1. People who like you and your product, it’s just not for them. (5%) 2. People who see the value in buying from you, but can’t buy you right now. (30%) 3. People who actually can and want to buy from you. (50%) 4. (15% just hated it. There’re always some. Try to learn why.) Introduction Nature of Sales Sales Process Numbers game Conclusion
  • Mastering the numbers game  Do the math: probability that at least 1/5 buys 1. 1-0,95^5 = 1-0,773 = 0,223 2. 0,832 3. 0,969  You got your product right, what should you do when numbers look like this? Introduction Nature of Sales Sales Process Numbers game Conclusion
  • Gamble. You just can’t lose.
  • Introduction Nature of Sales Sales Process Numbers game Conclusion Key takeaways  Sales as human interaction  Everybody loves to buy, everybody hates being sold to  Sales process  Validate and respect the customers time  Numbers game  Probabilities will work for you – just keep up the pace
  • Thank You. Mikko Hagelberg mikko@startupsauna.com twitter.com/mhagelb