Yash Shah - Co-founder, Momentum. Ex Clientjoy (Acquired)

Yash Shah

Co-founder, Momentum. Ex Clientjoy (Acquired)

More about Yash Shah

Consistently trying to think in terms of systems, not goals; processes, not outcomes; and philosophies, not tactics and how it can bring about change that lasts. Also, passionately curious.

Couple of things I noticed during a conversation about sales strategies for #startups organised by eChai Ventures in partnership with GVFL Limited.

1. Most questions were around negotiation and pricing.
It is natural to think that the most difficult part of sales is getting the customer to agree on a price point. This is because that's what we as entrepreneurs hear most objections on. It is also because that is fairly relatable and happens to all sales folks.

But it is important to remember that whatever happens in the room (or video calls) is only 5% of the sales process. 95% of sales happens outside of negotiation and pricing.

Negotiation is just one of the stages.

Building a predictable, repeatable and scalable sales engine is significantly harder than handling negotiation. I'd strongly recommend focusing on the sales engine a lot more, a lot early.

2. People do not focus enough on building trust.
Trust is one of those very few things - takes a life-time to build but a moment to lose. Most folks did not realise how valuable proofs, cases and testimonials can be if used the right way and how quick it can make the sales process.

One of the recommendations is - early on, see if you can ride on trust built by someone else. If your #agency does not have enough clients yet, work with an existing agency as a sub-contractor. If your #product does not have enough users/customers yet, launch on marketplaces like AppSumo.

3. In an effort to show our expertise, we end up ripping apart the customer.
No one. Absolutely no one wants to be told they are wrong/incompetent over and over. The customer already realises that they have a problem to be solved and that is why they are there to have a conversation with you.

Once you establish in first few minutes of the conversation that you can help them fix that problem, stop pointing out their mistakes. Consider using cases and portfolio to showcase your value. Consider existing ROI calculations to convince them on the pricing.

4. No one likes being sold to.
But all of us love an interesting conversation. Ultimately, sales is just interesting conversations. Asking open ended questions to understand them better and sharing your experiences to show them who and what you and your company are.

Doing this as a genuine individual (neither as a sales person nor a strategy) has helped us significantly at both Clientjoy (Acquired by Synup) and at Momentum Ventures.

Strongly recommend treating prospects like a person. Not like a bag of money or a record in your #CRM.

Lastly, focus on the process. Everything else will fall into place.

Thank you Jatin for considering me to join in on this discussion with Vikas from Magenta Insights and Shrijay from LegalWiz.in. It was meaningful. Looking forward to the next one.

Preferred eChai Business Partners

About eChai Business Partner Program:

eChai Ventures is a friendly global startup network that hosts engaging Startup Growth meetups in 10+ Countries and enables cross-border collaborations.

Key benefits:

  • Engagement at relevant in-person eChai Meetups (~4 meetups/year)
  • Listing on preferred eChai Business Partners page (1 year duration)
  • Feature on eChai.Ventures
You can reach out to Jatin Chaudhary, Co-Founder, eChai Ventures over WhatsApp or over email at [email protected] to explore more about it.