Felix fidelsberger how-to-web

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Felix Fidelsberger (Stupeflix) - Essential sale skills for Entrepreneurs (and Geeks)

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Felix fidelsberger how-to-web

  1. 1. about <ul><li>Head of Biz Dev Europe at Stupeflix.com </li></ul><ul><ul><li>Automated video creation platform </li></ul></ul><ul><ul><li>Seedcamp winner 2008 </li></ul></ul><ul><ul><li>Started with B2B </li></ul></ul><ul><ul><li>Shifting focus to B2C </li></ul></ul><ul><li>Co-Founder & CEO toksta.com IM & Chat for social networks (b2b) </li></ul><ul><li>Founded in late 2007 </li></ul><ul><li>Seedcamp winner 2008 </li></ul><ul><li>Exit through sale in 2009 </li></ul>
  2. 2. Why (you think) deals don‘t close <ul><li>“ I am just not good/experienced enough at sales” </li></ul><ul><li>“ We are missing crucial features” </li></ul><ul><li>“ Large companies don’t buy from Startups” </li></ul><ul><li>“ We need a big showcase and reference customer to establish trust” </li></ul><ul><li>“ People are concerned about uptime and if we can handle their load” </li></ul><ul><li>“ The clients are so “behind” in technology. They just don’t get it” </li></ul><ul><li>… </li></ul>
  3. 3. The painful truth <ul><li>You are not solving a problem (that is big enough for the client to open his wallet). </li></ul>
  4. 4. Selling is simple <ul><li>Unless you make it hard. </li></ul>
  5. 5. Don‘t pitch <ul><li>How can I help you? </li></ul><ul><li>(Ask the right questions.) </li></ul>
  6. 6. Establish trust <ul><li>Show that you are an expert. </li></ul><ul><li>(Ask the right questions.) </li></ul>
  7. 7. Make buying easy <ul><li>Think for your customer. </li></ul><ul><li>(Ask the right questions.) </li></ul>
  8. 8. Understand the real problem <ul><li>Validate your assumptions. </li></ul><ul><li>(Ask the right questions.) </li></ul>
  9. 9. Follow the right leads <ul><li>Don’t chase ghosts. </li></ul><ul><li>(Ask the right questions.) </li></ul>
  10. 10. BANT <ul><li>Budget. Authority. Need. Timeframe. </li></ul><ul><li>(Find the questions right for you.) </li></ul>
  11. 11. Sample questions <ul><li>What made this become a priority? </li></ul><ul><li>What initially motivated you to move on with this topic? </li></ul><ul><li>In an ideal world, how would a perfect solution for you look like? </li></ul><ul><li>How are you currently handling ______? </li></ul><ul><li>What do you like about this solution? What do you not like? </li></ul><ul><li>What is the timeframe for the individual steps? </li></ul><ul><li>When do you realistically think this could go live? </li></ul><ul><li>What are possible showstoppers that could prevent this deal from happening? </li></ul><ul><li>… </li></ul><ul><li>  </li></ul>
  12. 12. Punchlines <ul><li>Sales is 90% listening and 10% talking. </li></ul><ul><li>Prospect for the gold. </li></ul><ul><li>Sales is your Google Analytics. </li></ul><ul><li>Making complex buying decisions sucks. Support by asking questions. </li></ul><ul><li>Getting a “No” is a good thing (if you get it early enough). </li></ul>
  13. 13. Recommended reading <ul><li>Steve Blank – 4 Steps to the Epiphany </li></ul><ul><li>(sales bible for b2b startups) </li></ul><ul><li>BarryRhein.com </li></ul><ul><li>Download 15 Sure-fire Ways to Qualify Any Prospect Watch the “sales challenge” </li></ul>
  14. 14. Contact <ul><li>[email_address] </li></ul><ul><li>Twitter: @felixfid </li></ul><ul><li>LinkedIn </li></ul><ul><li>Xing </li></ul>

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