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Achal Mehra - 我的首席技术官拒绝了这个提议。我们与一家汽车经销商的销售接近达成，但他仍然拒绝了。 Achal的观点在常理上对商业来说是自杀性的。我们可能会对产品和初创企业进行浪漫化，但除非有现金流，否则对企业来说是自杀行为。但他仍然是对的，我感到羞愧，因为在向客户推销我们的产品时，我错过了一个比销售更重要的点。我不确定是否有更聪明的方式来处理这种情况，但他所做的似乎是对的。我们有一个不错的客户——一家汽车经销商。我们在下午5:30与他们的服务负责人进行了交谈。在30分钟的会议中，这位负责人至少被他的团队打断了5次。这就是汽车经销商的正常一天。快结束时，他说：“让我们开始一个试点。明天上午9:30讨论商业条款。” 相信我——我们不再是企业人士……我们不是为了开会而赚取成千上万的美元。只有当客户购买时我们才会得到报酬……所以这对企业来说是一个“啊哈”时刻。这是初创企业的重要一点……“我们付出了很多努力……才能接触到真正从你这里购买的客户”。但随后Achal给我打电话说：“我们甚至不要开始试点。”我感到迷茫，“真的吗？你是什么意思？”我问。 Achal说：“我不相信我们已经充分了解客户及其问题。他真的太忙了。” 现在，我看到了Achal所观察到的。在忙于解释我们的解决方案时，我错过了这个重要的点。老实说，我对此感到有些羞愧……我怎么会错过这个重要的点。虽然我们可以对产品进行浪漫化，但要记住——金钱、销售、收入是商业的生命线。 Achal所表现出的勇气，能够对潜在的回报说“不”，在我们为每一次胜利而拼命工作时，实在是难能可贵。但初创企业和商业远不止金钱或生命线……它必须能够创造价值。第二天上午9:30——我们与经销商及其经理进行了有史以来最好的通话……没有销售……只是倾听，与客户深入交谈——了解他们的背景，向他们提问。我们还没有完成这笔销售。我们可能仍然无法完成它。但我们现在感到更加富有……在努力创造价值，倾听和理解客户。老实说，我对自己有些羞愧——我怎么能忽视这个微妙的点和大局。但这就是商业的本质……我们犯错、崛起、跌倒……但任何事情都不能超越为客户创造价值。有没有更好的方法来处理这种情况？

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Achal Mehra - my CTO refused it. We got close to close sales with a Car Dealer & still he refused it.Achal's point in normal sense is suicidal for business.We may romanticize product, startups - but unless cash flows - it's suicidal for businesses.But still he's right & I feel ashamed to miss important point pitching our product to customer but missing point more important than sales.I am not sure if there's a better intelligent way to handle the situation, but still it just feels right what he didWe got a good customer - a Car Dealer. We talked to their Service head at 5.30pm. The head was interrupted at least 5 times in a 30 min meeting by his team. The normal day at an Auto dealer.Towards end - he said - let's start a pilot. Let's discuss the commercials tomorrow 9.30am.Trust me - we are no longer in corporate...We aren't made 1000s of dollars to do meetings. We get paid only when customer buys...so this is ahha moment for businesses.This is an important point for a startup..."We grind a lot...to reach an actual client who purchases from you".But then Achal call me & says - "Let's not start even pilot". I was lost - "Really? What do you mean" - I said.Achal said - I am not convinced that we have heard enough of client & his problems. He was too busy genuinely.now, I saw what Achal observed. I had missed this great point while busy explaining ours solution. Tbh - i am little ashamed of that...How could I miss this important point.While we can romanticize about product, remember - money, sales, revenue are life line of business.It takes courage that Achal showed to say "no" to a potential reward - when we work so damn hard for each win.But startups, business are way beyond money or lifeline too...It has to be able to generate value.next day 9.30am - we had best call ever with Dealer & their manager...no sales....Just listening, conversing deeply to client - their context, asking them question.We haven't yet closed this sales. We may well still not close it.But we feel much richer now...working to build value, listening, understanding customer. tbh - I am little ashamed of myself - how can I overlook this subtle point & large picture.But that's how business are...we make mistakes, rise, fall...but nothing must get before value for customerAre there any better ways to handle such situations?

为什么我的联合创始人拒绝做销售？坦白一下