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.
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.
The eChai Effect - In Their Words
"If there’s one phrase that sums up my journey, it’s truly ‘The eChai Effect.’ Six years ago, I simply walked into my first eChai event, not knowing what to expect. The honest conversations, energy, and inspiration from founders and entrepreneurs struck a chord within me. That eChai spark became the catalyst for everything to follow. I proudly say: my entrepreneurship journey started—and keeps evolving—because of eChai. Redicine Medsol’s story is integrally linked to this community. I’ve gained so much, not just as a founder but as a forever volunteer and grateful member of the eChai family. With all my heart, thank you Jatin Bhai and everyone at eChai for shaping, guiding, and supporting my dreams. The eChai Effect will always be a part of my story."
Kush Prajapati
Founder, Redicine Medsol
"At DevX.Work, we’ve greatly benefited from our association with eChai. Their events and networking forums have connected us with high-potential startups, ecosystem leaders, and innovation-driven professionals — many of whom have become valuable partners, collaborators, and even clients. What stands out most is the openness and accessibility of the community — whether you're an early-stage founder or an experienced entrepreneur, eChai provides a welcoming space to learn, collaborate, and grow. It's more than just a network — it's a catalyst for real, collaborative growth. We’re proud to be part of the eChai community. Highly recommended for any organization aiming to grow within the startup space."
Umesh Uttamchandani
Co-Founder, DevX
"For me, eChai is a second home. I've been associated with it since the early days, when it was already setting a different tone for how startup communities could work. As a traditional business owner entering the new-age D2C space, eChai supported me in every direction. Over the years, it became my window to the startup world — and also gave me lifelong friends who continue to show up, for business and beyond."
Pankaj Bhimani
Founder, 58miles
eChai Partner Brands
eChai Ventures partners with select brands as their growth partner - working together to explore new ideas, open doors, and build momentum across the startup ecosystem.
