I read Sequoia Capital post on sales. It covers many aspects brilliantly. I am adding some below:
- Perceived values: Work on marketing your product and increase it.
- Don’t sell for cheap: Apply decoy effect if it helps.
- Know your pinch point: Find the fat tail, people who will pay most.
My sales journey has taught me a few more things. I am running an early stage niche SaaS business.
- Early adopters: You need a few early adopters whose pain you are solving.
- Integrity and dependability: Your organization should foster these virtues.
- Self-belief: You need to have self-belief in your product.
- Incentive: Is your product incentivizing enough that customers will let go of the switching cost effort?
On top of all these, there are some pricing levers one has to look at.
- Pain: Are you building a painkiller or vitamins? Most of us pay for painkillers.
- Desire to progress: You cannot incentivize, evangelize, or market your product to sell someone who has no desire to progress.
- Willingness to pay: Find people who can pay for your product, people with enough budget.
What will be your advice, what more can be added?