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Show Notes
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:
- Prospecting
- Contacting
- Qualifying
- Presentation
- Handling Objections
- Closing
- Referrals
Checklist for New Entrepreneurs:
- Have you started selling yet?
- Are you setting aside specific time within each day or week devoted only to selling?
- 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).