Don’t underestimate the power of mimetic desire.
A book I’ve returned to many times is Wanting by Luke Burgis. I’ve had so many eureka moments when reading this one. It explores why we want what we want and how to free ourselves from chasing unfulfilling desires. I highly recommend looking into the distinction the author makes between thick and thin desires. Understanding that there are always models of desire is also important—we tend to want what people we spend time with want. When you truly grasp how powerful a force mimetic desire is, you become even more selective about who you follow online and who you spend time with.
Timeless Wisdom from The Almanack of Naval Ravikant.
“Play iterated games. All the returns in life, whether in wealth, relationships, or knowledge, come from compound interest.”
In pursuit of closed won.
Below is a running list of sales maxims I’ve compiled and saved over the past few years working in tech sales.1 They’ve all proven to be extremely useful.
Rule number 1: absurd level of confidence.
2nd most important rule: DON'T BE TOO NICE.
So much of it is just a status game.
High-leverage focus—focus on the whales.
Don't be a chatterbox. Speak with periods and don’t fill silence unnecessarily.
Fundamentals.
Signer, budget, and competition before any demo.
Say the price and stop.
Get the prospect to put a dollar figure on their own problems.
Probe deeper—ask more follow-up questions more often.
Understand how the decision gets made and who else they are considering.
What is the cost of inaction?
Don't hedge in your language. Delete "maybe" and "just" and "like," and don't apologize unnecessarily.
Ask with so much confidence that they would be weird if they didn't answer.
Confirm calls always—never assume people remember.
Establish timelines early.
Never leave a call without a scheduled next step.
Protect your time. Don't throw away opportunities, but know when to disqualify.
Don't stutter. Say it with your chest.
Charisma is great, but rely on systems over it for winning deals.
Be an enthusiastic storyteller.
Always be appealing to their self-interest.
Up-front contract on every call.
Win.
STOP TALKING after you ask a SINGLE hard-hitting question.
Think mathematically. Quantify, quantify, quantify.
“Time kills all deals.”
Always formally introduce yourself and set an agenda.
Do deep discovery, yes, but are they understanding the value?
What matters to this person the most? Don't talk about what doesn't.
Always be tying back to their pain.
Simple, open-ended questions.
Always get on a texting basis.
Focus on the why behind the what.
Subtle shifts in delivery can go a long way.
(Strategic) prospecting every day.
“No friction, no deal.”
Sales is like acting.
“You, you, you” language.
Are you making it clear that it’s going to help solve the problems they care about or not?
ABC.
FRANK FOLEY ENERGY.2
Some of these maxims are ideas I’ve learned or heard and some are specific rules and sayings I made as a note to self.
Frank Foley is my grandfather. He’s from Brooklyn and doesn’t give a f*** about who you think you are.