Effective selling


Learn to sell. In business you’re always selling – to your prospects, investors and employees. To be the best salesperson put yourself in the shoes of the person to whom you’re selling. Don’t sell your product. Solve their problems.

Mark Cuban, Investor (2015)

Whether it is discussing your product or service with potential customers, pitching your business to investors, or perhaps even just talking to fellow entrepreneurs at a networking event, as an early-stage entrepreneur sales and selling are something that you will have to do. Yet many people struggle with sales and the notion of selling.

In this unit you will consider the nature of sales and selling in a start-up context, and look at some practical ways in which you can improve your own sales ability.

1 What is selling?