Dragon's Den...

If you want to learn to sell better watch Dragon's Den (Shark Tank in the US)...

Now, you may see the entrepreneur as the salesperson in this context - presenting their business as an investible opportunity - but shift your thinking for a moment...

...the investors (dragons/sharks) are the salespeople.

Their solution is cash, expertise, experience & a vast network of contacts.

The entrepreneur comes in with a business they need help with.

They are the buyer, and their currency is an equity stake in their company.

Much like a prospect - they have to 'sell' you on the height of their ambition and the depth of their challenges - so you can work out if they're investible.

The entrepreneur will lay out the inspiration for their business, describing any successes, issues, limitations, growth & ambitions.

The investors then ask a series of questions to understand if it makes sense as a business opportunity.

They challenge the entrepreneur, ask for clarity, seek to understand and bring an objective point of view to their business...

- They're assertive, honest, knowledgeable and visionary.

- They give 100% of their undivided attention to the entrepreneur.

- They say it how it is.

- They don't mince their words.

- They're not scared to ask really tough questions.

- They listen intently to everything.

- They read between the lines.

- They admit when they're not sure.

- They tell the entrepreneur when they feel they're not a good fit.

- They are respectful.

Often this is a big reality check, and you can see the lightbulb moments as they get the entrepreneur thinking.

*This is what it means to challenge a prospect as a salesperson*

To get them thinking about things from a different perspective.

To shift their mindset and question any assumptions.

Sometimes the investors enter into a partnership with the entrepreneur.

Sometimes they do not.

Just like the salesperson - you aren't a fit for everyone.

There are only certain people & companies who are right for you at any given moment.

And just like an investor you need to work out if it's a match and actually worth your time, effort and resources to enter into a win/win partnership.

#sales #buyer #meeting