In Conversation with Murugan Kathirvelu, author, Don't Sell, Help Customers Buy
- “Don’t Sell, Help Customers Buy” talks about why it is important to understand customer needs and propose solutions for the user, rather than trying to sell a product.
- Selling for startups is very different from selling for big well-known brands. It requires a completely different mindset. Customers have no idea about new products and services- so they have no confidence about how well it will perform.
- Sales people in startups have the responsibility of introducing the product, to build the brand, and to continue to demonstrate the product to the end user. The Sales Cycle does not end with the sale itself, rather, hand-holding has to continue so that the user becomes familiar with using the product.
These and more insights from the ground in this great episode of Bits About Books.
Run time – 23.35 mins.