Summary of How to Sell by Tyler Bosmeny

00:00:00 - 00:50:00

Tyler Bosmeny provides a comprehensive guide on how to sell, including advice on prospecting, having conversations, closing deals, and setting a fair price. He emphasizes the importance of having a passionate product, industry expertise, and focus on building relationships with customers.

• 00:00:00 Tyler Basmati from Clever is going to talk about how to sell. He shares his own personal journey to sales and how it was a craft he never thought he would be good at. He shares that when he was working on the college newspaper, he learned how to sell ads to local businesses. He then went on to graduate school and got a finance degree, but then decided to go into sales. He talks about how he was offended when his buddy told him he needed to join his company because Tyler was the only person he knew who knew how to do sales.
• 00:05:00 Tyler Bosmeny shares advice on how to sell a product to a difficult customer, such as newspapers. He advises founders to have a passionate product and industry expertise, and to focus on one person to sell to every day.
• 00:10:00 Tyler Bosmeny provides tips for prospecting, having conversations, and closing deals, concluding with advice on how to achieve success in sales.
• 00:15:00 Tyler Bosmeny provides advice on how to sell by attending industry conferences and emailing potential customers in advance. He emphasizes the importance of personalizing emails, being actionable, and being short.
• 00:20:00 Tyler Bosmeny explains how to sell effectively by focusing on listening and building relationships. He recommends using a tool called Uber Conference to track how much time each person spent talking.
• 00:25:00 Tyler Bosmeny provides a step-by-step guide on how to sell, including advice on creating an agreement, sending it to the company for redlining, and getting legal advice.
• 00:30:00 Tyler Bosmeny provides advice on how to sell to customers early in a startup. He emphasizes the importance of having a commitment from the customer and validating that the product is what they need. He also advises avoiding free trials, as they can be a waste of time and lead to frustration on both sides.
• 00:35:00 Tyler Bosmeny discusses the steps necessary to sell products, including the importance of follow-ups. He advises founders to keep an average of a week between emails, as well as to be thoughtful and personal in their messages.
• 00:40:00 Tyler Bosmeny provides advice on how to sell by following a customer's journey and setting a price that is fair for the product and will result in a sale.
• 00:45:00 Tyler Bosmeny recommends iterating as you get feedback, doing sales on a budget, and hiring salespeople only after you've successfully done sales yourself.
• 00:50:00 Tyler Bosmeny discusses how to sell, providing tips on what makes someone a good salesperson, how to find these salespeople, and how to create a sales process that works for your company.