Pilot Programs Reduce Risk
“Even if your sales prospects love your product and your approach to solving their problems, they just don’t trust you. It’s not that they don’t want to trust you; it’s that they can’t trust you.
Remember, in many cases, we are selling to companies that are much larger than us, and we’re dealing with executives and their procurement departments who have a corporate responsibility to make sure that they’re not making bad or risky decisions. It’s harder for them to trust a startup, because startups don’t have a track record or a long list of happy customers.
Asking companies to buy an unproven product from a startup is asking them to walk a tightrope across an ocean of uncertainty. Even if they can see the potential success that your product or solution might bring them, it’s still a significant risk for them to step along that tightrope. Pilot programs reduce that risk by shortening those steps and providing a safety net, should the implementation not go as planned or expected.”
[Excerpt from my new book – “Stop Hustling, Start Scaling.”]
Download the ENTIRE Book here: http://bit.ly/2ISZxNA
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