All sales advice is n ot created equal. If you are a service bnusiness founder, what works in SaaS might not work for you?

1. The Biggest Sales Mistakes
Most Founders Make

2. “simple isn’t easy.
@DamianThompson

4. • You never planned on
being in sales
• You’ve “figured it out” as
you went
• You’ve gotten pretty
good through reps
• But you’re leaving a LOT
of money on the table
reluctant salesperson
D

5. “sales is not a numbers game,
it’s a professional game.
so be a fucking pro already.
@DamianThompson

7. • The single greatest
selling tool
• Fear comes from a lack
of repeatable process
• It’s a muscle
• If you ask for BIG $$$
you need phone skills
Afraid of the Phone
N

8. “EMAIL IS FOR MARKETING,
THE PHONE IS WHERE SALES ARE MADE
@DamianThompson

10. • It’s never about price
• Aspirin - Codeine - Avastin
• Picaso Story
• Did I mention it’s NEVER
about price
not charging enough

11. “you’re either selling,
or being sold.
@DamianThompson

13. • It’s NOT about you
• WIIFT
• Nobody cares about your
bonafides or resume
• All about THEIR problems
and consequences
Focus on yourself
M

14. “ALL INTEREST IS SELF INTEREST
@DamianThompson

16. trying to do too much
• Break your sale into
repeatable steps with
specific actions
• Use multiple calls as
qualification
• YOU drive the process
D

17. “sales is a process, stop improvising
@DamianThompson

19. Send proposals
• NEVER just send proposals
• Deliver proposals “live” as a
way to win more deals
• The Presentation step is
actually the Yes/No Step
• Stop trying to automate
EVERYTHING
D

20. “sending proposals is how
scared people lose deals
@DamianThompson

22. don’t ask for yes/no
• Hope is not a strategy
• Inaction is the Enemy
• A Yes is Great, A No is OK
too, anything else no bueno
• 3rd Party Stories
E

23. “SOME WILL, SOME WON’T
WHO CARES, WHO’S NEXT?
@DamianThompson

24. Discover Problems
Establish Consequences
Model Success
Ask for Yes/No
Negotiate Confidently
Develop Referrals
D
E
M
A
N
D

25. questions:
common sales mistakes