The buyer-pull and seller-push theories of sales
9 days ago
- #sales
- #founders
- #startup
- Founders often make the same foundational error in sales calls, leading to discomfort and inefficiency.
- The common misconception is the 'SELLER-PUSH' theory, where the seller tries to convince the buyer to purchase.
- The correct approach is the 'BUYER-PULL' theory, where the buyer is already motivated to accomplish a goal and seeks the product as a solution.
- BUYER-PULL is more efficient and effective, requiring less effort from the seller and being less annoying for the buyer.
- 11 signals indicate a SELLER-PUSH mindset, including focusing on pain points to pitch, demoing multiple features to convince, and creating urgency.
- Sales calls should feel collaborative, with the seller helping the buyer assess if the product fits their needs.
- Product development should respond to sales feedback, not precede it to overcome objections.
- Customer success unpredictability may indicate a lack of understanding of demand at the time of sale.
- Changing the mindset from SELLER-PUSH to BUYER-PULL can make sales more natural and effective.
- The author offers a course and 1:1 sessions for B2B founders to improve their sales approach.