It takes a team

“Things derive their being and nature by mutual dependence,
and are nothing in themselves.”


I mentioned earlier that when you’re building a business, you should hire well, and this is true across every aspect of your business. A “secret” that I stumbled onto when I started Mission Data is that you have to be strong everywhere: Marketing, sales, accounting, the service you provide, and you even need to have a good lawyer.

More sales tips

The most important thing I can tell you about selling is to put down this book, and go buy a copy of How I Raised Myself From Failure to Success in Selling, by Frank Bettger. It’s an old book, but it’s the single most important book on “selling” I have ever read.

In addition to that suggestion, here are a few other important sales tips I know.

Contractual matters alvin August 1, 2017 - 9:56am

“The moment you start seeing life as non-serious, 
a playfulness,
all the burden in your heart disappears.”


To run a consulting business you’ll need a few simple business service contracts to make sales, but I can’t really provide those for you here. You can get those from your lawyer, or from some of the legal dot-com websites that are available these days.

Handling objections (and hidden objections) alvin August 1, 2017 - 9:39am

Dogen-zenji said, 
“When you say something to someone he may not accept it, 
but do not try to make him understand it intellectually. 
Do not argue with him; 
just listen to his objections until he himself 
finds something wrong with them.”

Zen Master Shunryu Suzuki

Tell your story alvin August 1, 2017 - 9:29am

“Without any intentional, fancy way of adjusting yourself, to express yourself as you are is the most important thing.”

Zen Master Shunryu Suzuki

Think about it: Who do you buy from?

“If you speak and act with a pure mind, happiness will follow you,
as a shadow clings to a form.”


I’ll start this Sales section of the book just as I started the Consulting section: In my opinion, the most important part of sales is trust. If you’re trying to sell me something, especially a service, the first question in my mind is, “Do I trust this person?”

Before reading any further, think about the people you’ve bought a service from before:

Section 2: Selling Your Services

Unlike some people, I draw a pretty clear line between “sales” and “marketing.” To me, marketing is everything you do to attract the attention of new prospects, while sales is what you do when you meet those prospects. Therefore, marketing involves things like radio advertisements, mailers, web pages, Twitter and Facebook posts, seminars, etc., while sales involves face to face discussions with prospects about your services.

This section of the book is about sales, the act of selling your consulting services.