Selling is problem-solving, not convincing

Here's the mistake that 99% of founders and sales reps make. We're not really selling in B2B, we're solving problems.

The market doesn't want to be sold to, they want to buy.

As a seller, the way that I like to frame it to people is that you're a consultant that has a particular predilection for a given solution, your solution.

Sales is supposed to feel fun for the buyer. They should be like, this feels fun. This person's invigorating. They're going to change my world.

Excellent salespeople typically will talk well under half the time in a conversation because they're out asking questions, probing often helping a customer arrive at conclusions on their own.