This is why trying to sell is preventing you from selling

Uit het Babelfish-archief. Geschreven in 2025, onder mijn oude bedrijfsnaam. Sommige termen en aanbiedingen bestaan niet meer.

‘What will make us sell more?’ is the question I hear in 100% of all conversations I have with all founders in IT & tech.

Sadly, it’s also the worst question to ask yourself.

This is why:

Clients don’t buy your solution.

Clients hire your solution to get a job done.

An important and urgent job. A job that needs to be done.

Until you deeply understand what that job is…

…you think you’re selling what you make.

That is keeping you stuck. You’re thinking like a product sales rep. Your market hates being sold to.

People are hiring for what they need fixed.

Especially in IT and tech companies are losing deals to WAY worse products. Products with a better hiring story.

The better question to ask yourself is: what is the job people hire your solution for?

This hiring story will actually help you to gain market share.

Next week I will have a Harvard Business School professor show you how this question fixed a costly sales issue for McDonalds.

Have a great weekend!