http://www.opensourceentrepreneur.com/ 2007-01-19T16:47:53+01:00 http://www.opensourceentrepreneur.com/ http://www.opensourceentrepreneur.com/lib/images/favicon.ico text/html 2006-08-08T02:46:58+01:00 http://www.opensourceentrepreneur.com/doku.php/sales:3_types_of_sale?rev=1155019618 Fundamentally, when selling something to a customer, all sales fall in to one of the following three categories: 1) The Hard Bid Also known as “quote and hope”. Somehow you find out that someone somewhere needs something that sounds l... text/html 2006-09-21T20:01:50+01:00 http://www.opensourceentrepreneur.com/doku.php/sales:home?rev=1158883310 This is a starting point for the sales section. Here’s what you need to know to add your own topic to this Wiki. 1) Look at the URL for this page http://www.opensourceentrepreneur.com/doku.php/sales:start The key parts are at the end: sale... text/html 2006-08-07T17:48:40+01:00 http://www.opensourceentrepreneur.com/doku.php/sales:pricing_and_value?rev=1154987320 Pricing your product or service is extremely tricky. Expect to revisit your pricing continually throughout the life of whatever it is you are selling. This article attempts to provide some useful background that, if nothing else, will help explain ... text/html 2006-08-08T18:20:27+01:00 http://www.opensourceentrepreneur.com/doku.php/sales:the_five_keys?rev=1155075627 One of the big shocks for me early in my career was finding out that Sales could be an almost step-by-step process. I had always thought of it as a thing that you did by talking a lot to the customer and just “pushing” the product, whate... text/html 2006-08-08T18:19:06+01:00 http://www.opensourceentrepreneur.com/doku.php/sales:the_sales_process?rev=1155075546 It is a very common misconception among salespeople that they can make someone buy something. Short of holding a gun to someone’s head, this is simply not true. Occasionally people can be herded or goaded into buying something (absolutely not ... text/html 2006-08-04T03:46:03+01:00 http://www.opensourceentrepreneur.com/doku.php/sales:the_yes_curve?rev=1154677563 If you’ve ever bought a car, you’ve probably been subjected to the “yes curve” theory of sales. I have no idea who invented this theory. Whoever it was, I suspect it was created a long time ago, before people became used to ... text/html 2006-08-04T03:01:37+01:00 http://www.opensourceentrepreneur.com/doku.php/sales:why_do_people_buy?rev=1154674897 There are plenty of “sales theories” out there. In my experience most of them are bogus. My all time favorite stupid theory is The Yes Curve. Before we get in to theory, lets look at two basic subjects: why people buy and how they choos...