Sell or Vanish

We often assume that entrepreneurs are primarily idea people, believing that startup founders create and build products and services, run operations, and customers somehow magically appear. The truth is more complex. Successful founders are master salespeople, equipped with the skills and determination to push products, overcome barriers, and close deals. Despite the messiness of the process, these founders thrive in chaos.

Nowadays, I encounter founders and business owners who struggle with making cold calls and closing deals, even when it's crucial. Some can't even articulate their products and services without faltering. This inability to formulate a cohesive pitch explaining the benefits of their own creations is disheartening. Many have adopted the notion that selling is not their job and that it's a task for the "salespeople they'll be hiring soon." I constantly hear the phrase, “our product is so good, it sells itself.” My response is always, “Trust me, it won't. If you cannot sell, you’ll vanish.”

The bottom line is: if you think that as a business owner, you are solely in the "concept and operations" business and expect others to sell your products, you might as well close shop and go home.

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