The Voluntary Life: Entrepreneurship Part 3: In Praise Of Selling

11 January 2012

Entrepreneurship Part 3: In Praise Of Selling

In this podcast, Jake talks about the most important responsibility you will ever have as an entrepreneur: selling. He talks about how to overcome the barriers to selling that most entrepreneurs face:  the cultural prejudice against sales, ignorance about what selling really is and the psychological barrier to selling (the fear of rejection).

Stages of Selling To Learn More About:

  1. Prospecting
  2. Contacting
  3. Qualifying
  4. Presentation
  5. Handling Objections
  6. Closing
  7. Referrals

Checklist for New Entrepreneurs:
  1. Have you started selling yet? 
  2. Are you setting aside specific time within each day or week devoted only to selling?
  3. Are you measuring everything that you can measure about your selling activity?

Show Notes:
Glengarry Glen Ross (great movie, but also an example of how negative the representation of selling is in our culture)
How to Master the Art of Selling by Tom Hopkins (a recommended book).

Podcast Episode