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This is a MUST READ!! Zoe was a professor of mine at Yale program on Behavioral Econ. This book is a FANTASTIC primer.

For anyone dealing with other human beings in business (ahem, that would be YOU!) , you should read this.

I particularly like her review of the two brains (Fast and slow) and her descriptions of Charisma. She brings up the points I have been getting clients to focus on; use the pronoun YOU, not I/me/mine and take the time to Pause when speaking.

I won’t spoil the fun. This is a great read.

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.

This is a comprehensive look at how to handle a multi point, major account sale. Primarily targeted to industrial sales, his general points are well taken.

Importantly, he looks at selling from the BUYERS perspective. Understand what their buying process is and focus on where you can add value.

He breaks the process into a circular argument because it is ongoing.

Recognition of Need…Evaluation of Options…Resolution of Concerns…Decision Making… Implementation…Change over time...and back to a new Recognition of Need.

He breaks down each with helpful perspective.

Not coincidentally, he relies on SPIN Selling to get the salesperson to ask the right questions. Tell me more…

This book is a valuable resource for complex, major account salespeople.

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.

This informative review of how to pitch to raise capital. Most of these points have been made many times before but she does a nice job of putting them in one spot. Worth a watch if you are out to raise $$$.

Her main points are:

  1. First impressions are everything. Know that the investor has seen so many of these and they want to see something different. They will be turned off quickly unless you address them properly

    1. Be positive. Smile. Neat and clean. Hopeful. High Energy.

    2. They are rooting for you.

    3. Know their business/investments/philosophy.

    4. Act like this is a relationship, not a transaction.

  2. Your product is the STAR OF THE SHOW.

    1. Address positive attributes/competitive advantages/uniqueness/patents/compare and contrast.

    2. Address negatives (get the elephant out of the room)

    3. History

    4. Do a demonstration. Let them touch it if possible.

  3. Business Model

    1. Sales?

    2. Margins?

    3. Earnings projections?

    4. Uses of capital?

  4. Introduce Team:

    1. Demonstrate that you like each other!

  5. Pitch your WHY?

    1. This is more than making $$.

    2. Find the motivation basis for the business.

    3. Investors want to see more than just greed.

  6. Presentation Skills

    1. Eye contact.

    2. Body language, be demonstrative

    3. Ask questions

    4. Read the room.

    5. Mirror their behavior

  7. Addressing Tough questions:

    1. Convey Confidence

    2. “ With your help we can…..”

    3. Pause…. Ask them ?s.

  8. Deck

    1. Keep It short as possible.

      1. Leaves more space for discussion

    2. Vision page

    3. What problem are you solving.

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