You
go&a
be
a
Hustler
A
crash
course
in
sales
hacking
&
deal
closing
Steli Efti, Co-Founder Close.io
Thursday, October 31, 13

Helped
100+
venture
backed
startups
in
Silicon
Valley
scale
sales.
Thursday, October 31, 13

Thursday, October 31, 13

Design.
Hack.
Hustle.
Thursday, October 31, 13

Hustle
A focus on results
Shamelessness
A strong follow up
Dealing with rejection
High values
Resourcefulness
Empathy
Thursday, October 31, 13

Minimal
Viable
Pitch.
Thursday, October 31, 13

Pitch
Explain what you do
Demonstrate value
Create credibility
Build understanding & rapport
Manage objections
Ask for the close
Thursday, October 31, 13

Opening:
Hi, my name is___________. I'm calling some startups in the area to find out if they
are a good fit for our beta program.
What we do in a sentence is we provide companies with a sales team on demand.
Does this sound generally interesting to you?
Qualifying:
● What is your current sales process?
● Who are your customers? How do you get leads?
● What’s the customer life time value?
Test Closing:
● We want to start in 4 weeks - does this work for you?
● The beta program is heavily discounted. It’s going to be $X/day per salesperson
● We can only offer you 1 Salesperson to begin with (that’s going to be me)
● What is the decision making process in your company? How quickly can we make
a decision?
>>>Schedule Closing Call
Thursday, October 31, 13

First
Customers.
Thursday, October 31, 13

Customer
Hacks
Low hanging sales
Charge early
Offer discounts
Move timeline. Deliver faster
No risk. Refundable.
Pricing sweet spot: 20Y20N60OK
Thursday, October 31, 13

Virtual
Closing.
Thursday, October 31, 13

Closing
Hack
“What are all the steps we have
to take for you to become a
customer?”
Future Pacing
Red Flags
Roadmap, timeline, confidence
Real vs. Fake interest
Creating a future where they buy
Thursday, October 31, 13

Always
Follow
Up.
Thursday, October 31, 13

Follow
Up
Hacks
80% of the hustle is in the follow up
Personal: Binary. Follow up till Y/N
Business: 4-6 follow ups on all leads
Drip Emails + FollowUp.cc
Thursday, October 31, 13

Minimal
Viable
Sales
Team.
Thursday, October 31, 13

Sales
Team
Hacks
Turn everyone into your sales team:
Co-Founders + Customers + Investors
Do the work:
Write Templates. Remove friction.
Create backchannels. Control them.
Thursday, October 31, 13

Minimal
Nego>a>on.
Thursday, October 31, 13

Nego>a>on
Hacks
Be willing to walk away.
Shut the fuck up.
Thursday, October 31, 13

h&p://close.io/free-­‐sales-­‐course
Thursday, October 31, 13

h&p://venturebeat.com/2013/10/28/office-­‐hours/
Thursday, October 31, 13

Sales
Office
Hour.
steli@close.io
Thursday, October 31, 13

You
go&a
be
a
Hustler
A
crash
course
in
sales
hacking
&
deal
closing
Steli Efti, Co-Founder Close.io
Thursday, October 31, 13