Chapter 8. Do the first sales yourself
Learn why founders should handle initial sales to grasp customer needs and refine the sales process before hiring a salesperson.
Chapter 7. Seven golden rules for closing
Learn seven essential sales closing rules for founders. Move conversations to decisions, avoid pitfalls, and address real concerns effectively.
Chapter 6. The quickest way to win confidence
Learn to build trust in sales through sincerity, knowledge, and proof, especially for skeptical buyers. Understand their world and show your work.
Chapter 5. The three-letter word
Learn how asking 'why' in sales can transform sceptics into buyers by revealing true concerns. Discover Bettger's insights on effective sales conversations.
Chapter 4. How to conquer fear
Learn practical steps to manage fear in sales and founding using preparation and systems, not just confidence. Turn fear into a manageable task.
Chapter 3. The power of enthusiasm
Learn how genuine enthusiasm, not loud energy, transforms sales success. Discover Bettger's approach to focusing on customer needs for effective results.
Chapter 2. The four sales before the first customer
Learn the four crucial sales a startup founder must make before acquiring their first customer, focusing on family, employees, angels, and customers.
Chapter 1. The skill nobody taught you
Learn why selling is crucial for founders, often overlooked in Indian education. Discover how enthusiasm and organization can overcome selling fears.
How to use this book
Learn to master sales skills with a step-by-step approach. Practice, document experiences, and use the 'Customer Truth' notebook for insights.
Before you begin
Learn the structure and purpose of 'How to Sell' series, adapting Frank Bettger's sales principles for Indian tech founders with little sales experience.